About Us
Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through the Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at
www.sophos.com.
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 demands on hiring, 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.
What You Will DoEnsure 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 region internally and with the global executive and cross-functional business units What You Will Bring 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 Essential ExperienceAn 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)Desirable ExperienceRevenue 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 Essential Skills & AbilitiesAbility 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 #LI-Remote
#AB
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Ready to Join Us?
At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.
What's Great About Sophos?
· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.
· Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
· Employee-led diversity and inclusion networks that build community and provide education and advocacy
· Annual charity and fundraising initiatives and volunteer days for employees to support local communities
· Global employee sustainability initiatives to reduce our environmental footprint
· Global fitness and trivia competitions to keep our bodies and minds sharp
· Global wellbeing days for employees to relax and recharge
· Monthly wellbeing webinars and training to support employee health and wellbeing
Our Commitment To You
We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.
Data Protection
If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos’ data protection practices, please contact dataprotection@sophos.com.
