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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.
