About You
5+ years leading a successful Singapore Cyber Security sales team focused on growing new business.
Ideally experienced in growing a globally recognised logo in Cyber Security in Singapore from the ground up to a significant scale in terms of both people and revenue.
Strong hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline.
A winner, someone who holds themselves accountable to consistent over-achievement and can lead by example.
Successful experience closing complex Enterprise sales with multiple buying influences in new or emerging solution categories. Ability to leverage some of these existing relationships.
Strong presentation and communications skills, competent translating technical features into business value.
Familiarity and experience using consultative, value-based sales methodologies (Challenger Sale, MEDDIC, etc.)Outstanding verbal, written, and presentation skills.
Comfortable working in a highly fast-paced environment.
Driven to work as an Individual Contributor in the short term to establish the first customers and Channel.
Resilience to deal with the multiple challenges that will inevitably present themselves along the journey as the product matures
In this job, you will bring these skills
Recruit and develop a world-class team of enterprise sellers and technical sales staff, on time and on budget.
Clearly articulate, manage and enable enterprise sellers to hit all key productivity metrics and milestones of growthIdentify what is critical to the growth and what is incidental.
Articulate the difference internally and request help at crucial phases.Instill a disciplined approach to pipeline generation leveraging all available resources including field sales, marketing, channel partners, and sales development to accelerate new business.
Develop an overall account strategy for the region resulting in strong execution and collaborative team selling.
Partner closely with Sales Engineering to deliver outstanding product demonstrations and a repeatable technology validation / proof-of-concept program.
Build a strong partnership with existing customers that focuses on value realization and customer retention delivered through high renewal rates, rapid upsell expansion, and customer referrals.
Effectively forecast monthly/ quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology.
Develop strategic relationships with existing channel partners and the development of new channel partners. Facilitate Quarterly Business Reviews to measure sales productivity, plan execution, and progress against strategic objectives.
Identify, cultivate, and close new business at executive levels (CISO/CIO/CTO) in enterprise accounts within the designated territory.
Adopt best practice from APJ and around the world where applicable in Singapore to maximise sales efficacy
Role Responsibilities and Deliverables
Build a new region at Abnormal from a standing start that is scaled to deliver over the long term.
Hit key MBOs in the short term that are designed to establish the business in Singapore.
Deliver against quota for the Country, whilst planning and scaling to deliver in the medium and longer term.
Select and develop the right hires that will bring success to Abnormal Security in Singapore.
Own responsibility for the sales team in Singapore with the goal to overachieve NARR Quota and break NARR Actuals quarter upon quarter.
Work with your team to focus on selling to Enterprise accounts (>3k mailbox organisations) from initial conversations through signing a contract and up-selling once they become a customer.
Recruit and hire a team that meets the projected productive capacity of the region while staying within budget.
Build and maintain a bench of future candidate relationships to stay ahead of team changes.
Lead a data-driven business that develops each Account Executive in the most critical areas to advance their skillset and NARR results.
Maintain relationships with key region customers to ensure timely renewal and upsell opportunitiesPartner with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritisation to close more revenue.
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