Lead strategic relationships with defense and public-sector System Integrators in Singapore. Develop multi-year joint business plans, identify and influence large government tenders, design multi-vendor solutions across hardware, software, hybrid cloud and services, and drive revenue, margin and complex deal negotiations while managing C-level stakeholder engagement and partner enablement.
It's fun to work in a company where people truly BELIEVE in what they're doing!
Job Description:
Ingram Micro is a leading technology company for the global information technology ecosystem.
With the ability to reach nearly 90% of the global population, we play a vital role in the worldwide IT sales channel, bringing products and services from technology manufacturers and cloud providers to business-to-business technology experts.
Our market reach, diverse solutions and services portfolio, and digital platform Ingram Micro Xvantage set us apart.
Position Summary
We are seeking a Senior Strategic Account Manager with expertise in managing defense and public sector SIs in Singapore. This is a high-impact role requiring a sophisticated navigator of complex organizational hierarchies and a strategic influencer of project decisions. As a trusted advisor, you will align Ingram Micro’s comprehensive technology portfolio with your partners’ most critical strategic initiatives to drive mutual growth.
Key Responsibilities
Strategic Account Leadership
- Partnership Ownership: Drive the holistic business relationship with SI, serving as the primary executive contact.
- Joint Business Planning: Develop and execute multi-year business plans that align Ingram Micro’s capabilities with partner strategic priorities and project pipelines.
Project & Tender Engagement
- Pipeline Intelligence: Proactively identify and track large-scale government tenders and infrastructure projects.
- Solution Architecture: Work backward from tender requirements to orchestrate multi-vendor solutions spanning Hardware, Software, Hybrid Cloud, and Services.
- Pre-Tender Influence: Collaborate with partners during the pre-RFP phase to influence technical specifications and ensure favorable positioning of Ingram Micro’s vendor portfolio.
Revenue Growth & Commercial Excellence
- Performance Targets: Consistently achieve and exceed annual revenue and gross profit targets.
- Portfolio Expansion: Drive penetration across key domains: Enterprise Infrastructure, Hybrid Cloud, AI, Networking, Cybersecurity, Data Management, and Observability.
- Deal Structuring: Negotiate complex commercial agreements and manage project-based financing solutions to secure large-scale wins.
Executive Relationship Management
- Stakeholder Mapping: Build and sustain C-level and senior management relationships across IT, Procurement, and Business Development units within the SI ecosystem.
- Business Reviews: Lead regular Quarterly Business Reviews (QBRs) to evaluate performance, align on go-to-market strategies, and identify new opportunities.
Ecosystem Orchestration
- Partner Enablement: Leverage Ingram Micro’s Centers of Excellence (COE) to ensure partners are enabled on emerging vendor technologies.
Qualifications & Experience
Professional Experience
- IT Sales Expertise: 6–10 years of experience in IT sales or strategic account management within the Singapore market.
- SI Management: At least 5 years of proven success managing large-scale System Integrators (SIs).
- Track Record: Demonstrable success in closing multi-million dollar, project-based deals within the Singapore government.
Industry & Technical Knowledge
- Public Sector Savvy: Understanding of Singapore’s public sector procurement frameworks, tender processes, and compliance requirements.
- Familiarity with defense and critical infrastructure procurement cycles, including restricted and classified tender procedures.
- Market Intelligence: Stay abreast of digital transformation roadmaps and competitive distributor activities to maintain a market edge.
Core Competencies
- Strategic Thinking: Ability to develop long-term account growth strategies while managing short-term tactical execution.
- Financial Acumen: Strong understanding of P&L management, margin optimization, and complex deal structuring.
- Communication: Exceptional executive presence with the ability to influence and negotiate at the C-suite level.
- Collaboration: A team player who can navigate internal functions (Finance, Legal, Operations) to deliver partner success.
Education
- Bachelor’s Degree in Business, Engineering, Information Technology, or a related field.
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What you need to know about the Singapore Tech Scene
The digital revolution has driven a constant demand for tech professionals across industries like software development, data analytics and cybersecurity. In Singapore, one of the largest cities in Southeast Asia, the demand for tech talent is so high that the government continues to invest millions into programs designed to develop a talent pipeline directly from universities while also scaling efforts in pre-employment training and mid-career upskilling to expand and elevate its workforce.
