Sales Director

Ideal Locations: Singapore, Indonesia, AustraliaRole Overview 

RackWare is seeking an experienced Sales Director / Sr. Account Executive to own revenue growth within the ASEAN, ANZ, and JPY region through a partner-first go-to-market motion, while also closing direct opportunities. This role is responsible for recruiting, enabling, and managing strategic partners, driving pipeline through the channel, developing the territory, and closing enterprise migration and disaster recovery opportunities across regulated and commercial markets. 

The ideal candidate is equally comfortable building partner relationships, co-selling with hyperscalers and SIs, and owning commercial and enterprise deals from discovery to close. This is a high-impact role for a seller who thrives in multi-stakeholder, multi-cloud environments and understands how to scale revenue through ecosystems. 

Key ResponsibilitiesTerritory & Revenue Ownership 

• Own and deliver quota-carrying revenue targets for an assigned territory in APAC (ASEAN/ANZ/JPY)
• Build and execute a territory plan focused on partner-led pipeline creation, expansion, and deal closure 
• Manage the full sales cycle for commercial & enterprise opportunities, from inbound leads, referrals, and partner registrations through close 
• Accurately forecast pipeline and revenue, maintaining strong CRM hygiene and deal inspection discipline 

Partner Recruitment & Ecosystem Development 

• Recruit, onboard, and develop strategic partners including: Global & regional SIs, MSPs and CSPs, Value add distributors and OEM partners 
• Identify partners aligned to RackWare’s core use cases (migration, DR, VMware exit, regulated cloud, hybrid & multi-cloud) 
• Drive partner activation through enablement, joint account planning, and co-selling motions 

Channel-Led Pipeline Generation 

• Drive partner-sourced and partner-influenced pipeline across the territory 
• Work with partners to identify target accounts, develop use-case-led value propositions, and run joint pursuits 
• Support partner deal registrations, pricing, and commercial structuring 
• Collaborate with marketing and alliances teams on joint campaigns, webinars, workshops, and field events 

Direct Sales & Deal Execution 

• Manage and close opportunities originating from: Partner registrations and referrals, Inbound marketing and website leads, Strategic outbound efforts 
• Lead executive-level discovery conversations focused on business outcomes, not just technology 
• Position RackWare’s migration and disaster recovery solutions as strategic enablers of cloud consumption and modernization 
• Navigate enterprise buying committees including IT, cloud, security, compliance, and procurement 

Cross-Functional Collaboration 

• Partner closely with: Sales Engineering for solution design and demos, Alliances & hyperscaler teams for joint GTM execution, Customer success and support for smooth handoffs and expansion opportunities 
• Provide field feedback to product and leadership teams on market trends, competitive dynamics, and partner needs 

Required Experience & Qualifications 

• 5+ years of technology sales experience, ideally in: Cloud infrastructure, migration, DR, or data protection, Partner-led or ecosystem-driven sales models 
• Proven experience recruiting, enabling, and selling through partners 
• History of closing transactional, and complex, six- and seven-figure enterprise deals 
• Experience working with hyperscaler ecosystems (Oracle, Google Cloud, IBM, AWS, Azure, etc.) 
• Comfortable selling to regulated industries (financial services, public sector, healthcare, service providers, etc.) 
• Ability to operate autonomously while collaborating across global teams 

Preferred Experience 

• Background in hybrid or multi-cloud environments 
• Experience with VMware exit, cloud migration, DR, or modernization initiatives 
• Prior roles as a Account Executive, or Channel-focused AE, Sales Director, Territory Director 
• Experience selling platform or consumption-driven software models 

Key Attributes for Success 

• Partner-first mindset with strong relationship-building skills 
• Strategic territory planner with strong execution discipline 
• Consultative seller who leads with outcomes and value 
• Comfortable navigating ambiguity in high-growth environments 
• High integrity, accountability, and customer obsession