This role is pivotal in executing ADB SAFEGATE’s vision and growth strategy by ensuring the highest standards of Sales, Business Development and Key Account Management, high quality services and customer satisfaction. This position requires strong focus on Customer engagement and value driven Service sales and farming approach and a commitment to compliance with industry regulations and company policies. It would also play key role in coordination with  respective Sales Leads in region and Operations Department within ADB Safegate for nurturing and farming install base for after market products and services sales . The candidate will nurture relationships with key clients and partners, enhance customer stickiness and intimacy, and ensure that ADB SAFEGATE remains a trusted leader in advancing Airside 4.0 Strategy and associated SaaS solutions and Services. The Airports with in Asia have significant install base across ADB Safegate’s portfolio of solutions across different business lines.

PURPOSE – Role

As Services Sales Manager for assigned Countries you will be at the fore front of prospect and customer engagement  leading Services and SaaS  solutions portfolio complimenting Airside 4.0 Strategy and reporting to Regional  Sales Director. Your primary Responsibilities shall be including but not limited to:

• Deliver regional services order intake, revenue, margin, and cash targets for the portfolio.
• Build and execute account plans for top airports, airport groups, ANSPs, and key integrators/contractors.
• Expand share-of-wallet by positioning lifecycle value: reliability, compliance, uptime, and total cost of ownership.
• Drive services penetration for installed base (airfield lighting, A-VDGS/gate systems, apron management, airside automation, and Airside 4.0 platforms).

• Sell and package  (Airfield, Gate & Airside 4.0) offerings such as:

• • Preventive/corrective maintenance, inspections, and regulatory support
  • On-site resident engineering / managed services
  • Spares, repairs, exchanges, and inventory programs
  • Modernization/retrofit and performance upgrades
  • Software maintenance, subscriptions, hosting, and remote monitoring
  • Cybersecurity hardening, patching, and compliance support (where applicable)
  • Training and competency programs (airfield/gate/airside systems)

• Translate operational outcomes into value propositions: safety, availability, resilience, data visibility, and efficiency.
• Own pipeline governance: lead qualification, bid/no-bid, win strategy, pricing, risk review, and approvals.
• Lead negotiations for complex services contracts (multi-year SLAs, KPIs/penalties, indexation, limitations of liability, scope boundaries).
• Ensure accurate forecasting using CRM (e.g., Salesforce), including stage discipline and probability weighting.
• Coordinate cross-functional resources (Services Delivery, Engineering,  Legal, Finance to produce compliant, competitive proposals.
• Implement structured renewal management for software support, service agreements, and managed services.
• Establish installed base intelligence (asset age, criticality, obsolescence, upgrade paths) to drive proactive campaigns.
• Partner with delivery teams to protect customer satisfaction, drive referenceability, and identify upsell/cross-sell.
• Ensure compliance with company policies (ethics, trade compliance, tender rules, HSE).
• Improve standardization of service scope, pricing tools, proposal templates, and contracting playbooks.
• Support regional budgeting, strategic planning, and quarterly business reviews (QBRs).

• Proactively work towards creating Services oriented long term SLA and Managed services opportunities in collaboration with local partners.

• Coordinate with regional operations and services teams as needed to ensure proactive and efficient support to customers and business partners.

Relationships/Stakeholders

• Internal
•  - Regional HQ and its Department Leaders
•  - Business Lines
•  - Operations (Projects & Services) Stakeholders
• External
•  - Customers and Prospects
•  - Business Partners
•  - Contractors

Business Skills

• Strategic selling and value-based negotiation at executive level
• Strong financial acumen (pricing, margin, risk, cash terms)
• Engineering and Technical acumen towards problem solving
• Tendering and Technical bid/proposal development.
• Effective Communication and Presentation Skills
• Structured opportunity management and stakeholder orchestration
• Customer-centric mindset with operational credibility (airside realities)
• Data-driven forecasting and pipeline discipline
• Integrity, compliance-first behavior, and high accountability

Experience/Skills

• You should have 8- 10  years of Industry experience in selling SaaS and/or Managed Services or Training Services. Relevant experience in  airfield ground lighting (AGL), AVDGS/gate management, apron management, airside automation, airport digital platforms, would be an advantage though not a deterrent if you are right fit.

• Familiarity with procurement/tendering in airports/ANSPs, including public tenders.
• Experience in managing client relationships together with channel partners and/contractors.
• Understanding of complexities involved in multi-stakeholder eco-system on the customer’s end.
• Successful track record demonstrating your business skills and understanding of Managed Services and Long term Service Level Agreements.
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Education/Certifications

• Diploma or Engineering Graduate in with a college university of repute.
• Certifications in SaaS/Services Oriented training programs would be advantageous.

IT-Skills/System requirements

• MS Office proficiency
• CRM tools.
• Understanding ERP systems would be preferred though not mandatory.

Languages

• Proficient in English Language
• Proficiency in Malay/Bahasa or Chinese Language is desirable. Additional Language would be advantageous though not a deterrent.