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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