Responsibilities
- Manage solution sales for IT GRC and third-party risk in the Asia-Pacific region.
- Identify and pursue new business opportunities and expansions for the IT GRC and third-party risk portfolio across various market segments.
- Develop and execute opportunity strategies, articulate value, and coordinate deals with regional sales executives.
- Serve as the field expert for IT GRC and TPRM domains.
- Possess a deep understanding of IT GRC, vendor risk, TPRM, and related compliance frameworks, and how the company’s solutions address these needs.
- Translate complex risk and governance concepts into clear commercial value and compelling solution narratives for business and technical stakeholders.
- Lead consultative, solution-based sales processes.
- Conduct discovery sessions with senior stakeholders to understand current IT GRC/TPRM processes, tools, and pain points.
- Design solution approaches and value roadmaps, aligning the company’s IT GRC and third-party risk capabilities with customer outcomes.
- Support RFP/RFI processes, complex evaluations, and proof-of-concept activities, ensuring clear success criteria and measurable value.
- Drive prospect engagement and pipeline growth.
- Proactively build and advance the pipeline through targeted outreach, thought leadership, events, and account-based activities focused on IT GRC and vendor risk buyers.
- Maintain high levels of prospect engagement and satisfaction through relevant insights, regular follow-up, and tailored value propositions.
- Collaborate closely with Sales, Marketing, Product, and Customer Success teams.
- Work with Sales leadership and Account Executives on regional account planning, territory strategy, and deal reviews for IT GRC and TPRM opportunities.
- Provide structured feedback to Product Management and Product Marketing on market needs, competitive trends, and customer requirements to inform roadmap and positioning.
- Ensure a smooth handover from sale to deployment with a clear value realization plan by working with Customer Success and Implementation teams.
- Utilize sales tools, data, and insights to win deals.
- Effectively use sales tools (CRM, sales engagement, intent data, etc.) to prospect, orchestrate multi-threaded pursuits, and improve win rates and bookings.
- Accurately maintain CRM records, forecasts, and reporting for IT GRC & TPRM opportunities, including pipeline hygiene, stages, risks, and upside.
- Elevate internal capability and thought leadership.
- Coach and enable the broader go-to-market team (Sales, BDRs, CS) on IT GRC and third-party risk trends, use cases, and competitive differentiation.
- Represent the company in the market as a thought leader through events, roundtables, and executive briefings on IT risk, vendor risk, and integrated governance.
Compensation
Competitive
Work Arrangement
On-site
Team
Collaborative
Qualifications
- Proven track record of success in solution sales, with a focus on IT GRC and third-party risk management.
- Deep understanding of IT GRC, vendor risk, TPRM, and related compliance frameworks.
- Experience in consultative, solution-based sales cycles.
- Ability to translate complex risk and governance concepts into clear commercial value.
- Strong communication and presentation skills, with the ability to engage senior stakeholders.
- Proficient in using sales tools and data to drive pipeline growth and win rates.
- Experience in collaborating with cross-functional teams, including Sales, Marketing, Product, and Customer Success.
- Ability to provide structured feedback to Product Management and Product Marketing.
- Experience in leading RFP/RFI processes, complex evaluations, and proof-of-concept activities.
- Proven ability to drive prospect engagement and pipeline growth through targeted outreach and thought leadership.
Preferred Qualifications
- Experience in the Asia-Pacific region, with a strong network of IT GRC and vendor risk buyers.
- Familiarity with the company’s IT GRC and third-party risk portfolio, including integrations with the broader platform.
- Ability to represent the company as a thought leader in the market.
- Experience in coaching and enabling go-to-market teams on IT GRC and third-party risk trends.
- Proven ability to elevate internal capability and thought leadership.
- Experience in working with Customer Success and Implementation teams to ensure a smooth handover from sale to deployment.
- Ability to utilize sales tools, data, and insights to win deals.
- Proficient in maintaining CRM records, forecasts, and reporting for IT GRC & TPRM opportunities.
- Experience in driving new business opportunities and expansions for the IT GRC and third-party risk portfolio across various market segments.
- Ability to develop and execute opportunity strategies, articulate value, and coordinate deals with regional sales executives.
Not provided
