Sales Director APJ

Key Areas of Responsibility

• Responsible for growing and developing the Identity and Access management business in APAC region – measured in Bookings and Billings, with a strong priority and incentive to drive recurring revenue, CIAM and Devices revenue and acquisitions of new logos.
• Aligns the IAM sales objectives with the overall CSP strategic planning; change champion.
• Meets or exceeds assigned revenue targets for the APAC region
• Establishes the IAM sales performance for the team and ensures that key sales management are supported and accountable for delivering assigned results.
• Leads team development initiatives impacting the IAM sales in the region.
• Works with marketing (Dem-Gen and Field), product teams, subject matter expert teams, the partner organizations and sales enablement, to improve go to market success
• Aligns with Sales Operations to smoothly transact won-business.

Requirements:

• Bachelor’s degree in Business, Computer Science or any other relevant field of study.
• Demonstratable track-record in APAC sales management in a role with similar or higher bookings responsibility, team size, complexity.
• Strong understanding of the IAM and cybersecurity markets. Inclusive the CIAM domains
• Experienced in C-level and IT business sales (CIO, Heads of Digital, Heads of Online, enterprise architects). as well as the compliancy and security side of DMU’s (CISO, DPO, Compliance officers)
• Experienced in various GTM models (direct, 1 tier, 2 tier, GSI co-sell) and understanding of fit for purpose for different sales motions
• Experience in consultative and / or value-based sales of products and solutions.
• Experience with modern GTM’s inclusive Account Based Marketing and campaign based Dem-gen.
• Willingness to engage in lasting relationships with key partners and key customers, experienced negotiator.
• Technical acumen and proficiency with various business productivity sales tools, such as Microsoft O365 and Salesforce.com.
• Ability to lead and proven leadership of growing sales teams.
• Exceptional leadership and communication skills and Strong sales mentoring and coaching skills, specific to growing cloud revenues.
• Ability to articulate the goals for the business and must be clear and concise in her/his communication to the team and to external stakeholders. Ability to make strategic decisions on where to invest resources, and at the same time possess the ability to be operational and get involved in closing business transactions.
• Creative leader that brings new ideas and concepts to the business for consideration.
• Motivational leader who operates with integrity and at the highest ethical standards.
• Comfortable coaching teams and individuals on optimal interaction with customers and partners and is directly involved with strategic accounts on an ongoing basis.

Special position requirements:

Travel: this position will require domestic and/or international travel to perform the essential functions of the position