Job Description

Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today\'s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central - the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos has major hubs around the globe. More information is available at www.sophos.com

To be responsible for leading and developing the sales team while expanding Sophos presence and growth in the region. The Regional Senior/Sales Manager ASEAN 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 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 Do

• Ensure a clearly defined process and methodology exists within the sales organization, with accountability for
• Planning, forecasting and committing, 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 \xe2\x80\x9cwin\xe2\x80\x9d 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 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 regional 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
• Manage teams over ASEAN such as Singapore, Hong Kong, Malaysia, Thailand, Vietnam

Essential Experience

• 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 (8 sales roles)
• Achievement of success in growing revenues above-market growth
• Experience with managing a channel organization and building partners and alliances within an organization.
• Strong hands-on experience in Singapore, Malaysia, and Thailand.

Essential Skills & Abilities

• 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 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 countries
• Strong business acumen and demonstrated experience in providing strategic contribution to business results
• Ability to context switch quickly and effectively, jumping between topics and domain without losing context
• Ability to change perspective and level of detail quickly and smoothly all the way 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

What you will bring and essential behaviors

• Willingness to travel
• Reports to MD, ASEAN
• Direct reports: Malaysia, Singapore, Thailand, Vietnam
• Velocity: Driving for execution & measurement
• Velocity: Planning & Organisation
• Openness: Persuasiveness
• Reliability: Tenacity
• Reliability: Resilience
• Teamwork
• Innovation: Problem-Solving & great initiative

What\'s Great About Sophos?

\xc2\xb7 Our people - we innovate and create, all of which are accompanied by a great sense of fun and team spirit

\xc2\xb7 Employee-led diversity and inclusion networks that build community and provide education and advocacy

\xc2\xb7 Annual charity and fundraising initiatives and volunteer days for employees to support local communities

\xc2\xb7 Global employee sustainability initiatives to reduce our environmental footprint

\xc2\xb7 Global fitness and trivia competitions to keep our bodies and minds sharp

\xc2\xb7 Global wellbeing days for employees to relax and recharge

\xc2\xb7 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 that 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.

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