In today’s fast-evolving digital world, the Data Center industry plays a vital role as the backbone of national connectivity and data storage. However, behind its rapid growth lies an important question:
How can sales and marketing talents survive and thrive in such a dynamic and competitive industry?
This topic was discussed in-depth in Podcast Nusantara Episode 5B, hosted by Ms. Karina Saridewi, Director at WeNetwork, alongside industry experts:
- Mr. Edi Sugianto, Director at AREA 31, and
- Mr. Muhammad Rofik, Executive Vice President of Wholesale Service Division at Telkom Indonesia.
Together, they shared insightful perspectives on how to shift one’s mindset, sharpen core skills, and prepare talents to navigate the evolving landscape of Indonesia’s Data Center industry.
From Mindset to Skillset: What Does It Take to Stay Competitive?
The first step for aspiring talents in the Data Center field is to shift their mindset.
Many still believe that this industry is only suitable for those with a pure technical or IT background. In reality, it’s not as complex as it seems.
According to the speakers, understanding a Data Center is more about recognizing tangible IT infrastructure rather than coding. With a consistent learning attitude, anyone — even professionals from sales and marketing backgrounds — can succeed in this field.
Soft and Hard Skills Every Talent Must Master
Once the right mindset is established, the next focus should be on developing fundamental competencies, both soft skills and hard skills.
Soft Skills: The Key to Building Relationships and Trust
In the Data Center business, sales and marketing professionals don’t just sell services — they build long-term partnerships.
Essential abilities include:
- Effective communication,
- Empathy toward client needs, and
- Structured project management.
These skills help sales professionals create deeper connections — not just business transactions, but trust-based relationships.
Hard Skills: Technical Understanding Builds Credibility
Successful talents also need to understand the basics of:
- IT infrastructure,
- Business planning,
- The digital ecosystem, and
- Key concepts like uptime and Service Level Agreements (SLA).
With these competencies, professionals can communicate confidently with both technical teams and clients, ensuring service reliability and credibility in every interaction.
Real Challenges: Talent Hijacking and the Need for Recognition
One of the most pressing issues discussed in the episode is talent hijacking — the frequent “poaching” of skilled sales and marketing professionals by competitors due to high industry demand.
This phenomenon highlights how valuable and scarce qualified sales and marketing roles are in the Data Center sector.
To retain top talent, companies must:
- Create a supportive work environment,
- Provide meaningful recognition beyond financial rewards, and
- Offer clear career development opportunities.
This approach keeps employees motivated, appreciated, and loyal for the long term.
Certification and Vocational Training: Investing in the Future
In an era of digital acceleration, both technical and commercial skills must constantly evolve.
Professional certifications act as a mark of credibility, while vocational training helps talents adapt to fast-paced changes.
Through programs like the Nusantara Data Center Academy (NDCA), participants gain structured learning that covers:
- Fundamental Data Center knowledge,
- Business and marketing strategies, and
- Professional ethics and project management.
NDCA serves as a bridge between industry needs and Indonesia’s human resource readiness — preparing a skilled workforce for the nation’s digital future.
The Strategic Role of Marketing, Product, and Business Development
The discussion also highlighted the importance of synergy among marketing, business development, and product management.
In the Data Center industry, marketing is no longer just a sales support function — it plays a strategic role in:
- Designing tailored client solutions,
- Ensuring product relevance to market demands, and
- Strengthening corporate positioning amid global competition.
This integration allows sales teams to focus on solution selling, not just product pitching.
The Keys to Success: Trust, Learning, and Adaptability
The Data Center industry operates in an ecosystem built on trust.
Long-term contracts and the demand for high uptime require sales and marketing teams to act as reliable business partners.
Success in this field is built upon three core principles:
- Trust — establishing long-term reputation and client relationships.
- Continuous Learning — consistently upgrading one’s capabilities.
- Adaptability — staying flexible amid rapid digital transformation.
By mastering these three pillars, professionals can not only survive but also grow and lead in this fast-changing industry.
Conclusion
The growth of Indonesia’s Data Center industry presents tremendous opportunities for talents who are willing to learn and adapt.
With the right mindset, relevant skills, and strong support from training programs like Nusantara Data Center Academy (NDCA), the new generation of sales and marketing professionals can become key contributors to Indonesia’s digital transformation journey.
Curious why Data Center sales and marketing professionals are still hard to find in Indonesia?
👉 Read also: Why Data Center Sales & Marketing Talent in Indonesia Is Still Rare
For more details, listen directly to the podcast on YouTube Nusantara Academy and don’t forget to register for training by contacting https://wa.me/6285176950083
