Location: Shenzhen (Primary Base) | Coverage: Hong Kong, Shenzhen, Guangzhou, Greater Bay Area
Reports To: Managing Director, Hong Kong
Department: Enterprise Sales & Solutions
About HK-IT
HK-IT is a Hong Kong-headquartered technology solutions provider bridging enterprise data infrastructure modernization with AI-driven digital transformation. As a strategic partner in the IBM ecosystem and an innovator in open-source data architectures, we serve financial services, insurance, securities, and large-scale enterprises across Hong Kong and the Greater Bay Area (GBA). We specialize in the intersection of legacy enterprise systems and cloud-native data platforms—helping clients migrate, modernize, and monetize their data assets without compromising stability or compliance.
The Role
We are seeking an enterprise sales director to lead our data infrastructure and AI solutions business across the Greater Bay Area. This is a strategic individual-contributor-turned-leadership role for a senior sales executive who possesses a rare combination of deep IBM enterprise data stack expertise and modern open-source distributed database experience, coupled with proven access to mainland China’s top-tier financial services accounts.
We are seeking a candidate with extensive experience in the mainland Chinese market who has transitioned from an engineer to a sales director. This individual should be adept at both the traditional IBM ecosystem (DB2, WebSphere, FileNet) and the modern open-source data world (TiDB, MongoDB, Couchbase). Additionally, they should bring established C-level relationships in the banking, insurance, and fintech sectors in mainland China.
You will be based in Shenzhen with frequent cross-border travel to Hong Kong and GBA cities, serving as the commercial bridge between HK-IT’s Hong Kong headquarters and mainland enterprise clients.
Key Responsibilities
- Strategic Account Ownership & Expansion
Own the full sales cycle for designated GBA enterprise accounts, with a primary focus on financial services (commercial banking, insurance, securities, and exchanges) and large-scale mainland enterprises with Hong Kong operations. Drive new logo acquisition and year-over-year account expansion exceeding 50% growth at installed accounts. - IBM Ecosystem Revenue Generation
Leverage HK-IT’s IBM partnership and technical capabilities to sell and expand solutions across DB2 (database migration, HADR high-availability architecture, multi-TB data warehouse modernization), WebSphere MQ (middleware optimization and messaging infrastructure), FileNet (enterprise content management and compliance archiving), DataStage (ETL and data integration), and Cognos (business intelligence modernization). Coordinate with IBM Hong Kong labs and technical teams for POCs, performance tuning, and custom RFEs. - Open-Source & Cloud-Native Data Platform Sales
Drive adoption of distributed database alternatives (TiDB, MongoDB, and Couchbase) and HK-IT’s AI middleware platform for clients undergoing x86/legacy-to-distributed migration or building real-time data pipelines. Articulate TCO advantages, risk-mitigation strategies, and phased migration roadmaps to CIOs, CTOs, and Head of Data Architecture. - Value-Based Selling Execution
Apply structured methodologies such as MEDDICC to identify, quantify, and validate unique business value for each client. Translate technical capabilities (e.g., database throughput improvement, RPO/RTO compliance, data governance automation) into board-level business outcomes (revenue protection, regulatory risk reduction, operational cost savings). - Cross-Border Commercial Leadership
Act as the primary interface between HK-IT’s Hong Kong leadership and mainland client procurement, technical, and compliance teams. Navigate mainland enterprise purchasing cycles, tender processes, and multi-stakeholder decision chains while ensuring seamless project handover to HK-IT’s delivery and professional services teams. - Partner & Ecosystem Development
Build and manage a network of systems integrators, independent consultants, and channel partners across the GBA. Leverage IBM’s partner ecosystem alongside open-source community resources to create repeatable, scalable go-to-market motions. - Market Intelligence & Strategic Input
Monitor regulatory shifts (HKMA virtual banking, mainland 信创替代 mandates, and cross-border data flow regulations under GBA frameworks), competitive landscape movements, and technology adoption curves. Provide quarterly strategic briefings to the managing director on product roadmap and territory planning implications.
What Makes You Uniquely Qualified
- Engineer-Origin Sales Leadership: You began your career in a technical customer-facing role (e.g., senior service engineer, pre-sales engineer) and evolved into an enterprise sales director. This gives you instant credibility with DBA teams, system administrators, and data center management—a trust threshold that pure sales profiles rarely achieve.
- Dual-Stack Data Expertise: You possess demonstrable sales and solution depth in both traditional IBM information management (DB2, WebSphere MQ, FileNet, DataStage, and Cognos) and modern distributed/open-source databases (TiDB, MongoDB, and Couchbase). You can confidently debate data architecture with a client’s chief architect in the morning and negotiate enterprise licensing with procurement in the afternoon.
- Mainland Financial Services Network: You bring pre-existing, trust-based relationships with decision-makers and technical influencers at tier-1 mainland banks, joint-stock banks, fintechs, and insurers. You have a documented track record of landing and expanding seven-to eight-figure RMB contracts at institutions such as China Merchants Bank, Ping An Group, WeBank, or equivalent-tier enterprises.
- MEDDICC-Trained Value Seller: You have formally applied MEDDICC (or equivalent Challenger/SPIN frameworks) to complex enterprise sales cycles exceeding 6–12 months. You can articulate metrics, economic buyers, decision criteria, and competition with precision—moving conversations from “product features” to “business transformation.”
- GBA Cross-Border Fluency: You are a native Mandarin speaker with fluent English business communication and functional Cantonese. You understand the cultural, procedural, and compliance nuances of selling to mainland enterprises from a Hong Kong-registered vendor, and you are comfortable with high-frequency Shenzhen-Hong Kong travel.
Preferred Qualifications
- Prior employment at IBM, Huawei, or tier-1 open-source database vendors (PingCAP, MongoDB Inc., Couchbase, etc.) in a mainland China sales leadership role.
- Experience selling AIX, RHEL, or enterprise Linux environments alongside database solutions.
- Direct involvement in multi-TB database migration projects or high-availability disaster recovery (HADR) architecture sales.
- Exposure to AI/ML solution sales, RAG (Retrieval-Augmented Generation) implementations, or intelligent data governance platforms.
- Existing Hong Kong-based client relationships or experience selling to Hong Kong financial institutions from a mainland base.
What We Offer
- Competitive Compensation: Base salary aligned with GBA director-level benchmarks + uncapped performance commission + project signing bonuses. Equity participation available for exceptional candidates.
- Cross-Border Career Platform: A unique role sitting at the intersection of Hong Kong’s international financial center status and the GBA’s manufacturing/technology powerhouse. You will help shape HK-IT’s “Hong Kong-front, GBA-delivery” operating model.
- Ecosystem Access: Direct engagement with IBM Hong Kong technical labs, open-source community leaders, and HK-IT’s AI middleware engineering team.
- Talent Support: Cross-border travel allowance, premium medical coverage, flexible work arrangements, and full visa/immigration support for mainland-based candidates transitioning to Hong Kong operations.
To Apply
Please submit your CV (English or Chinese).
Or email [[email protected]] with the subject line:
Application: Enterprise Sales Director — Data & AI — [Your Name]
