Services Sales Manager
A leading global airport technology company is seeking a Services Sales Manager to support growth across assigned countries in the APAC region. This Services Sales Manager opportunity sits within a business recognised for intelligent airport solutions across airfield lighting, docking guidance, air traffic control and gate management, helping airports improve safety, efficiency and sustainability.
The Services Sales Manager will play a key role in driving services and SaaS sales aligned to a wider Airside 4.0 strategy. This Services Sales Manager position is suited to a commercially strong and technically credible sales professional with experience selling managed services, long-term service agreements, training services or SaaS solutions into complex, multi-stakeholder environments.
Company Overview
This company is a global leader in intelligent airport solutions, providing integrated systems for airfield lighting, docking guidance, air traffic control and gate management. The company supports airports worldwide to improve safety, efficiency and sustainability, with a regional APAC presence in Malaysia overseeing operations across Southeast Asia, Australia and China.
Key Responsibilities
A leading global airport technology company is seeking a Services Sales Manager to support growth across assigned countries in the APAC region. This Services Sales Manager opportunity sits within a business recognised for intelligent airport solutions across airfield lighting, docking guidance, air traffic control and gate management, helping airports improve safety, efficiency and sustainability.
The Services Sales Manager will play a key role in driving services and SaaS sales aligned to a wider Airside 4.0 strategy. This Services Sales Manager position is suited to a commercially strong and technically credible sales professional with experience selling managed services, long-term service agreements, training services or SaaS solutions into complex, multi-stakeholder environments.
Company Overview
This company is a global leader in intelligent airport solutions, providing integrated systems for airfield lighting, docking guidance, air traffic control and gate management. The company supports airports worldwide to improve safety, efficiency and sustainability, with a regional APAC presence in Malaysia overseeing operations across Southeast Asia, Australia and China.
Key Responsibilities
- Deliver regional services order intake, revenue, margin and cash targets across the portfolio
- Build and execute account plans for major airports, airport groups, ANSPs and key integrators or contractors
- Expand share of wallet by promoting lifecycle value, including reliability, compliance, uptime and total cost of ownership
- Drive services penetration across the installed base, including airfield lighting, gate systems, apron management, airside automation and Airside 4.0 platforms
- Sell and package service offerings such as preventive and corrective maintenance, inspections, regulatory support, managed services, resident engineering, spares, repairs, exchanges, modernisation, retrofit programmes, software maintenance, subscriptions, hosting, remote monitoring, cybersecurity support and training services
- Translate operational outcomes into clear customer value propositions focused on safety, availability, resilience, data visibility and efficiency
- Lead complex service contract negotiations including multi-year SLAs, KPIs, penalties, indexation, liability limitations and scope boundaries
- Maintain accurate forecasting and structured pipeline management through CRM tools
- Coordinate with delivery, engineering, legal and finance stakeholders to support compliant and competitive proposals
- Develop renewal strategies for software support, service agreements and managed services
- Build installed base intelligence to support proactive upgrade and lifecycle campaigns
- Partner closely with delivery teams to support customer satisfaction and identify upsell and cross-sell opportunities
- Support standardisation of service scope, pricing tools, proposal templates and contracting approaches
- Contribute to regional budgeting, strategic planning and quarterly business reviews
Skills and Experience Required
- 8–10 years of industry experience in selling SaaS, managed services or training services
- Strong strategic selling and value-based negotiation skills at executive level
- Strong financial acumen across pricing, margin, risk and cash terms
- Engineering and technical problem-solving capability
- Experience in tendering and technical bid or proposal development
- Strong communication and presentation skills
- Structured opportunity management and stakeholder coordination capability
- Customer-focused approach with operational credibility in airside environments
- Data-driven forecasting and disciplined pipeline management
- High level of integrity, accountability and compliance awareness
- Experience managing client relationships alongside channel partners and contractors
- Understanding of complex customer-side stakeholder environments
- Proven success in managed services and long-term service level agreement sales
Preferred Background
- Experience in airfield ground lighting, A-VDGS or gate management, apron management, airside automation or airport digital platforms would be advantageous
- Familiarity with procurement and tendering processes in airports or ANSP environments, including public tenders, would be beneficial
- Understanding of ERP systems is preferred, although not essential
- Additional language capability would be advantageous, although not essential
- Proficiency in Malay/Bahasa or Chinese is desirable
- Proficient English language skills are required
Education and Systems
- Diploma or Engineering degree from a recognised college or university
- Certifications in SaaS or services-oriented training programmes would be advantageous
- MS Office proficiency required
- Experience using CRM tools required
This Services Sales Manager role offers the chance to join a highly respected technology business operating at the forefront of airport services, digitalisation and airside performance. For candidates looking to take on a technically focused commercial position with strong regional exposure and strategic impact, this Services Sales Manager opportunity offers excellent scope.