Associate Director, Business Development (APAC)
Overview:
Your Future. Secured. ISC2 is a force for good. As the world’s leading nonprofit member organization for cybersecurity professionals, our core values — Integrity, Advocacy, Commitment, Diversity, Equity & Inclusion and Excellence — drive everything we do in support of our vision of a safe and secure cyber world. Our globally recognized, award-winning portfolio of certifications provide an independent and globally recognized endorsement of cybersecurity knowledge, skills and experience for all career levels. Our charitable arm, the Center for Cyber Safety and Education, enables ISC2 and our members to serve the public by educating the most vulnerable about cyber risks and empowering access to enter and thrive in the cyber profession. Learn more at ISC2 online and connect with us on Twitter, Facebook and LinkedIn.
When you join ISC2, you’ll demonstrate your commitment to an inclusive and equitable environment. Your support of the unique perspectives and experiences shared by our global cybersecurity workforce and profession will be recognized. We invite you to take an active role in helping us create a true sense of belonging across our organization — an environment of authenticity, trust, empowerment and connectedness that empowers all of our successes.
Position Summary: When you join ISC2, you’ll demonstrate your commitment to an inclusive and equitable environment. Your support of the unique perspectives and experiences shared by our global cybersecurity workforce and profession will be recognized. We invite you to take an active role in helping us create a true sense of belonging across our organization — an environment of authenticity, trust, empowerment and connectedness that empowers all of our successes.
The Associate Director, Business Development (APAC) will develop and execute a Sales/Business Development strategy for the APAC region and build a high performing team for success. You will be an experienced leader who thrives in a fast-paced exciting industry, has a passion to build new markets and wants to make a difference to inspire a safe and secure cyber world. Candidates must reside in and have the right to work in Hong Kong.
Responsibilities: - Lead the design, own and manage implementation of the Sales Strategy for APAC: includes Channel, B2B, B2C and sponsorship sales
- Identify, own and meet/exceed annual overall sales targets for the region including individual target (Japan Channel Quota). Regional quota approximately US$5.2 million, Individual quota approximately US$2.2 million
- Provide input on product acceptance and emerging product opportunities in key markets
- Monitor in-region product availability (exams and training) and provide feedback to on potential risks and opportunities
- Develop, lead and mentor a high performing sales team ensuring the achievement of growth, sales and revenue targets
- Establish KPIs for all sales activity: create results forecasts, and track performance to ensure expected business outcomes.
- Drive team performance metrics
- Accountable for the management of the sales budget and forecasts for the region, providing up to date reports to the Managing Director both monthly and quarterly
- In partner led markets drive a strong alignment across functional lines to enable and grow the partner-first operating model and mindset
- Develop and execute an APAC partner strategy with scalability and efficiency in mind and aligns with global partner framework.
- Engage with marketing to help sales accelerate focusing on demand generation, solution advisory and revenue retention
- Build and nurture strong relationships with key decision-makers and strategic partners from government and industry to drive business growth
- Monitor industry trends, customer needs and competition to inform market growth strategies
- Track and report on sales performance, provide insights to senior leadership and adjust strategies to meet and exceed targets
- Collaborate with the APAC Managing Director, in-region internal stake holders and the global markets team to develop effective go-to-market strategies
- Collaborate with cross-functional teams (marketing, customer experience and product teams) to optimize commercial opportunities and identify areas for improvement
- Ability to build an inclusive culture that encourages, supports and celebrates diversity; serve as a role model to promote DEI best practices
- Excellent interpersonal skills
- Strong cross functional leadership skills to influence and drive accountability with the ability to develop and manage external stakeholders across different markets and industry sectors
- Team player with the ability to multi-task and manage multiple stakeholders in a fast paced, deadline-driven environment
- Strong understanding of how a business operates and have a proven track record demonstrating your understanding and business acumen
- Sensitivity to cultural differences
The Associate Director, Business development (APAC) will oversee a team of 4 team members (current title Account Executives with the sales team) which may expand to meet business requirements
Qualifications: - Excellent written and verbal communication skills in English, with additional language skills (one Asian language preferred)
- Working knowledge of cyber security and the cyber security ecosystem
- Proven track record of meeting or exceeding annual sales (individual/ team) goals in excess of $5 million
- Skilled at leveraging Salesforce CRM
- Intermediate to advanced level knowledge using Microsoft Office
- Formal enterprise consultative sales training experience
- Strong internal reporting skills, analytical and data-driven approach to sales
- Up to 40% travel required, mainly within APAC region and to the US
- Work extended hours when necessary
- Remain in a stationary position, often standing or sitting, for prolonged periods
- Regular use of office equipment such as a computer/laptop and monitor computer screens
- MBA/ Bachelor’s degree with relevant sales leadership experience in education/ certification sales within the cyber security sector
- Minimum of 10+ years of sales/business development work experience in the APAC region with a record of meeting/ exceeding both individual and team targets
- 5+ years in a leadership role, preferably in regional role with a track record in building high performing teams (recruiting, training and mentoring)
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