Key Account Manager

Pipeline generation & territory ownership Build and execute the country territory plan against the named target account list (BFSI, SOE / Government, large enterprise). Maintain a rolling qualified pipeline of at least 3× the next-quarter revenue target. Create a minimum of 6 net new qualified opportunities per quarter and hold ≥12 end-user meetings per month Represent company with demand generation activities (CIO roundtables, BFSI Compliance workshops, partner enablement, vertical congress) Deal execution & quota delivery Drive Database Cost Optimisation (DBCO) assessments → POC → close, in coordination with the shared ASEAN Pre-Sales Engineer (PSE). Achieve or exceed the annual revenue quota assigned to the country, with quarterly milestones. Initiate at least 4 DB / TCO assessments per quarter (jointly with the PSE). Secure at least one lighthouse / reference customer in-market by December 2026. Orchestrate partner co-sell with Redington's regional SI / DB-specilist channel (e.g. Crest MinervaDB, Pythuan, Country SLS) Account management & renewals Manage subscription renewals and identify expansion within the installed customer base; protect committed Annual Recurring Revenue Develop multiyear account plans for top accounts; build executive relationships at CIO / CTO / Head of Data level Operational discipline Maintain CRM hygiene with weekly opportunity updates and a forecast accurate to within ±10%. Submit deal registrations through partner portal and follow Redington's deal-registration governance. Produce monthly business review inputs and contribute to the pipeline tracker (single source of truth) Require 5–8 years of enterprise software or database sales, with a verifiable quota-carrying track record Incountry BFSI / SOE / Government relationship network at CIO / CTO / Head of Data level Demonstrated Oracle or MySQL Enterprise displacement / migration experience (ideally with open-source database wins) Hunter profile combined with disciplined CRM use and accurate forecasting Local language fluency plus business-level English Comfortable operating in a co-funded distributor–vendor model with dual reporting Preferree Prior experience selling MariaDB, EnterpriseDB, PostgreSQL, MongoDB or similar open-source data platforms Familiarity with database modernisation drivers — Oracle license cost, sovereign data, BFSI compliance (MAS, OJK, BNM, BOT) Existing relationships with regional SIs, DB specialist partners and cloud providers (Huawei Cloud, Tencent, AWS)