Regional Senior Director Sales ASEAN, Greater China and Korea
6 days ago
Role Summary
To be responsible for leading and developing the team while expanding Sophos' presence and growth in the region. The Regional Senior Director Sales ASEAN, Greater China & Korea will be responsible for developing strategies and plans plus managing the go-to-market priorities and operational execution toward scale and continuous growth including the implementation of systems, processes, and sales disciplines, as well as the hiring demands, and retaining the brightest and best personnel. This senior leadership position leads and facilitates strong cross-functional collaboration across all areas of how Sophos goes to market and delivers outcomes for customers and partners.
- Ensure a clearly defined process and methodology exists within the sales organization, with accountability for
- forecasting and delivery, along with managing the appropriate visibility into the sales pipeline
- Build a strong relationship with the sales team that creates a bond in the team and a commitment to “win” in the market
- Lead the sales team to acquire new and significant customers and partners across the region
- Lead the team to develop, implement and execute a sound strategic plan designed to achieve the growth goals
- Oversee the development and implementation of partner programs to facilitate accelerated growth and profitability
- Rapidly gain acceptance within the client’s major customers and partners as a strong, professional manager who can provide clear leadership for the business in the region
- Represent Sophos externally, taking opportunities to inform and educate both the market and industry through platform speaking, seminars press briefings etc., and spearhead local marketing programs consistent with overall corporate objectives
- Lead the development and execution of account strategies in ASEAN. Install a discipline in the team where this becomes second nature
- Engage with clients and partners, build relationships at senior and executive level
- Deploy methodologies and rigor for client engagement surveys, employee certification and training, and brand awareness
- Establish and develop broad, high-value key client and partner executive relationships
- Constructively pursue the leading sales and sales engineering talent in the region who are going to be high performers and being able to meet financial objectives in a short space of time
- Drive employee satisfaction by leveraging key talent development tools, employee surveys, and compensation and rewards systems. Develop a plan to manage turnover at all levels
- Ensure corporate infrastructure is in place to support growth and local/global initiatives
- Develop and execute local strategic initiatives to achieve region objectives aligned with global initiatives
- In accordance with corporate guidelines, establish appropriate local policies and practices
- Maintain appropriate reporting systems to participate in meetings and business reviews
- Represent the region internally and with the global executive and cross-functional business units
- Willingness to extensive travel within the region
- Reports to RVP APJ
- Direct reports: Regional leader Malaysia, Singapore, Thailand, Country Lead Philippines, Country Lead Indonesia, Sales teams in Vietnam, Korea, Taiwan and Hong Kong
- An applicable and progressive track record of 10+ years in sales and channel management for mid-market and enterprise technology products
- Proven experience in blue chip/world-class players in the security software space
- Strong experience in scaling a business in a period of high growth
- Proven and substantial achievement in leading a successful sales organization within a Mid-cap or Enterprise software company
- Track record of success leading sales teams across ASEAN with a similar span and coverage model to what we have today in Sophos i.e., country managers in the larger countries (with their sales teams of 3-6 or more reporting to them in SGP, MT, PH and 1-3 people in the other countries)
- Achievement of success in growing revenues above-market growth
- Experience with managing a channel organisation and building Partners & Alliances within an organisation.
- Strong hands-on experience in Singapore, the Philippines, Malaysia
- Greater China track record preferred (Hong Kong and Taiwan)
- Revenue responsibility north of $35m
- Successfully having helped the ASEAN region to grow from first line managers to second line managers
- Proven track record of attracting customers from SMB filed
- Ability to transcend cultural and geographic differences to ensure a cohesive approach
- Strong and recent relationships with decision makers (both customer and partner) in the ASEAN/GC Region
- To enable both a strategic sale and an operational short-term result
- Familiar and well networked with the 2-tier channels (distribution, resellers), MSP’s and SI’s across our ASEAN/GC countries
- Strong business acumen and demonstrated experience in providing strategic contributions to business results
- Ability to context switch quickly and effectively, jumping between topics and domains without losing context
- Ability to change perspective and level of detail quickly and smoothly from long-term company strategy to tactical details of a local design decision
- To challenge the team/organization while holding them accountable for their commitments
- Strong cultural competencies, global business knowledge, and cross-cultural resourcefulness and agility
- Hands-on and entrepreneurial style
- Exceptional communication skills including written and spoken; strong public speaking talent
Tell employers what skills you have
Negotiation
Forecasting
Management Skills
Leadership
Talent Development
Business Acumen
Channel
Marketing
Sales Engineering
Strategy
Public Speaking
B2B
Product Management
Enterprise Software
Accountability
Communication Skills
Business Development
Turnover
Surveys
Brand Awareness
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