Account Manager

Job Description

Why BT International

At BT International, our purpose is to keep the world connected. As part of BT, we build on almost 180 years of innovation and expertise to deliver secure connectivity and digital services to some of the world’s leading multinational businesses and organisations. Our customers trust us to safeguard their data, drive their digital transformation and keep their businesses running. With colleagues on the ground across the world and supporting customers wherever they need to operate, BT International offers a truly global experience. Whether it’s about providing cloud connectivity, helping organisations collaborate, or enabling innovation in cybersecurity and digital services, you’ll be part of a team that shapes how businesses succeed in a world that is being transformed by AI. If you have the drive and ambition to make an impact on a global stage, BT International is where it happens.

Why this job matters

The role holder is responsible for driving substantial sales growth across strategic and high-potential customers in the South East Asia region. This includes both MNCs headquartered in Singapore (A-Ends) and inbound MNCs (B-Ends).

ASEAN is the world’s fifth-largest economy, and is on track to become the fourth-largest by 2030. Singapore sits at the heart of this growth, home to over 5,000 multinational corporations that use it as a base for their regional and global operations. These MNCs are undergoing rapid digital transformation - driven by rapid advancements in AI, infrastructure upgrades, and sustainability priorities - creating both disruption and opportunity for innovative solutions.

Against this backdrop, the role holder will be responsible for scaling our business across emerging markets in ASEAN (Malaysia, Indonesia, etc.) across both the enterprise segment and our indirect channels (telcos and System Integrators). This growth strategy will be strongly underpinned by BT International’s GTM Strategy and the associated sales initiatives.

Success will be measured through incremental sales margin (ICGM), revenue growth, and other key metrics such as recurring revenue and profit, in line with the Financial Year Payplan Structure.

What I’ll be doing – your accountabilities

This role is all about building and growing pipeline across the etnerprise segment and indirect channels within emerging markets. Key areas of focus will include:

Scaling business through indirect partners

• Hunt for indirect growth by identifying high potential telcos and System Integrators to partner with across Malaysia, Indonesia and other emerging markets.
• Developing an in-depth understanding of the partner, and how BT will enable such partner to grow through BT’s core platforms (Global Fabric and Global Voice).
• Owning joint go-to-market plans to underpin pipeline and revenue target
• Proactively generate leads through partners, prospecting tools (e.g. Propensity Model, LinkedIn Sales Navigator), and outbound activity including email, social media, and calls.
• Enable indirect channels with the right joint propositions to create a win-win outcome for both parties.
• Engage customers to uncover their challenges and objectives, and position BT’s solutions in terms of clear business outcomes and
• Own the end-to-end acquisition sales cycle - from lead generation through to deal closure.

Driving growth within the enterprise segment

• Hunt for growth within existing accounts, as well as identifying acquisition accounts, aligned to BT’s sales strategy centered around Secure Connectivity and Digital Workplace.
• Research customers in depth to uncover their IT priorities, assess existing BT touchpoints, and map out the decision-making landscape.
• Build and nurture long-term relationships with decision-makers, confidently handling objections and articulating compelling use cases.
• Proactively generate leads through partners, prospecting tools (e.g. Propensity Model, LinkedIn Sales Navigator), and outbound activity including email, social media, and calls.
• Partner across teams and with external stakeholders (tech partners, etc.) to deliver winning, profitable outcomes for customers and BT.
• Take full ownership of your accounts in Salesforce - keeping data accurate, forecasts reliable, and visibility strong on Revenue, EBITDA and ICGM (sales target).
• Develop targeted account plans on the land and expand strategy within the customer, with a clear mapping the priority deals to pursue, the competitive landscape, key decision-maker contacts, and clear next actions.
• Build influence across key networks and use innovative approaches to spark fresh conversations.
• Own the end-to-end sales cycle - from lead generation through to deal closure.

Success in this role means consistently growing revenue and margin across both strategic and new acquisition accounts, while building a healthy, sustainable pipeline aligned to BT’s ICP and HiPo criteria. You’ll be recognised for strengthening BT’s position in the market by delivering value-led solutions, expanding our customer footprint, and forging trusted, long-term partnerships. Above all, success is about driving measurable outcomes for customers while achieving ambitious sales targets for BT.

Skills required for the job

• Customer Obsession; Having the empathy and curiosity to understand see things from the customer’s point of view
• Hunter Mentality: A fearless attitude and grit to make things happen and uncover the customer’s unconsidered needs
• Tech Enthusiast: Keen interest in digital transformation and cybersecurity, with an aptitude to learn and convey complex technical concepts in an easy-to-understand manner
• Interpersonal Skills: Possesses strong communication and active listening skills to build rapport and trust with prospects. This includes verbal and written skills (e.g. storytelling, creative emails, etc.)
• Adaptability: Ability to adapt and iterate on the prospecting approach in a fast-paced high growth sales environment
• Growth Mindset; Open and willing to be coached and to learn from others and grow positively

Experience you would be expected to have

• Proven experience in relationship management and sales, ideally with a mix of strategic account management and new business acquisition.
• Prior experience in Malaysia and other emerging markets, with a strong understanding of regional market dynamics and enterprise customer landscapes.
• Proven experience in strategic thinking, influencing decisions, and shaping adoption of complex solutions.
• Proven ability to craft creative solutions to complex business challenges, including navigating cross-geography and cross-cultural environments.
• Comfortable operating in a fast-paced, high-growth sales environment, demonstrating adaptability, resilience, and a results-driven mindset.

Leadership Standards behaviours

• Delivering for the customer
• Growth Mindset
• Commerciall Savvy
• Leading Inclusively