Public Sector Sales Director – Singapore

Sales & Business Development Chinatown, Singapore


Description

Public Sector Sales Director – Singapore

What’s your mission?

IronNet’s mission is simple:  To deliver the power of collective cybersecurity to defend companies, sectors, and nations.  For decades, companies have been defending against cyber attacks on their own while adversaries have been organizing themselves into sophisticated hacker networks … until now, with IronNet Collective Defense.  In 2014, General (Ret) Keith Alexander, former Commander U.S. Cyber Command, launched IronNet to strengthen cybersecurity defense against highly sophisticated adversaries, across all borders and sectors.   

In response to cyber adversaries who increasingly collaborate for collective offense, leading organizations in our critical infrastructure are using collective defense strategies and solutions to meet these powerful and ever-changing threats.  We believe that collective defense is our collective responsibility and we are leading the charge.

What You Will Do: 

Reporting will be to Sales VP, APJ, you will be responsible for sales opportunities of IronNet’s products and services within a defined list of Public Sector accounts. You will prospect target accounts for new business as well as establish and work with partners in the territory. This role requires a deep understanding of the Public Sector agencies in Singapore and the partner ecosystem.  Secondarily to hunting new logos, you will farm existing customers accounts for additional business.  

About the Job:

  • Opportunity Assessment: Personally, oversee and be the primary point-of-contact for assigned accounts.
  • Develop New Business: Personally prospect, qualify, sell and close software/hardware solutions/services and product opportunities.
  • Account Plan Development: Work with IronNet’s Partner and Channel resources to develop and prepare an actionable strategic sales plan for top accounts with the largest sales opportunities.
  • Contract Negotiations: Participate and partner in contract negotiations for assigned accounts and deliver financially sound and resource supported contracts that are clearly aligned with IronNet’s financial objectives while delivering value-added products, maintenance, and services to meet customer requirements.
  • Post-Sale Management: Maintain awareness and status of all key contractual obligations within assigned accounts, facilitating customer meetings and communications regarding deliverables where necessary.
  • Key deliverable: Manage customer expectations upfront with ongoing status project updates and escalate unresolved issues to account team members and/or key customer sponsor.
  • Effectively matrix-manage cross-functional areas to close deals and achieve a high level of customer service.
  • Keep management informed by submitting activity and results reports, such as daily call reports, weekly sales forecast, weekly work plans, and monthly and annual territory analyses.
  • Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.
  • Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
  • Contribute to team effort by accomplishing related results as needed.
  • Drive proactive campaigns to build the pipeline and use specialized knowledge and skills to prospect, qualify, negotiate and close opportunities.
  • Work towards meeting monthly and quarterly sales targets set by the company for assigned accounts.

Candidate Must Have:

  • Ability to build strong business relationships and handle complex opportunities within assigned accounts. Ensure alignment of internal resources i.e. Support, Systems Engineering, and Professional Services to ensure consistency in the planning and implementation of high-value solutions.
  • Strong Relationships in the Public Sector (in Singapore and South East Asia) with CISO's and prior experience in closing more than $1M USD deals.
  • Extensive experience (14 + yrs) in Enterprise solution sales within IT/ Cyber Security solutions. At Least 8 yrs of experience in Public sector sales. 
  • Candidates must be self-motivated, have the ability to think strategically, deal with ambiguity while finding answers to move forward and deliver results.
  • Exercise strong financial skills in the evaluation and preparation of sales opportunities and sufficient organizational and project management skills to manage customer needs and drive issues to resolution.
  • Effectively matrix-manage cross-functional areas to deliver total solutions based on regional requirements.
  • Consistently demonstrate strong product knowledge and ability to articulate our value proposition.
  • Outstanding Presentation, Written and Verbal Communication Skills

What we expect from you:

We recognize few candidates meet every requirement and that many skills are transferable.  We believe in hiring smart people and expect them to grow and learn.  If your resume doesn’t match all of the requirements, you can still apply.  However, please address any skill gaps in a cover letter, upload a portfolio, or include a note in the application form, so our recruiting team and hiring managers can see beyond your resume.  

 

Align with and Model IronNet’s Values:

  1. The Mission Continues.
  2. Thrive personally, grow professionally―be happy!
  3. Innovate, learn, lead.
  4. Be the best and prove it.
  5. Act with integrity―always do the right thing.
  6. Be the most trusted, respected, and loved cybersecurity company in the world.

People who are successful at IronNet consistently demonstrate these qualities:

  • Always Accountable -- You commit to be the best at your job and prove it every day, delivering results with integrity, transparency and quality.
  • Will to Win -- You demonstrate urgency and take thoughtful risks, understanding that failing fast is critical to success.
  • Flexible and Adaptable -- You anticipate and plan for potential changes based on competing internal and external demands and do not let shifting priorities frustrate or annoy them.  
  • Passion for Customers -- You integrate innovation and quality to fulfill customer needs -- the value to customers is the first priority, both internally and externally.
  • Highly Capable and Innovative -- You develop innovative solutions to complex problems, strive for continuous improvement and adapt quickly to changes.
  • Technical Fit -- You understand the technology specific to the team / role / duties of the position.  The more senior the position that you are applying for, the more that we expect you to bring fresh perspectives and new ideas.

Recognition & Awards

IronNet is recognized as a representative vendor in Gartner’s “Market Guide for Network Detection and Response (NDR)”, and Forrester recently named IronNet a representative vendor in its “Now Tech: Network Analytic and Visibility, Q2, 2020” research. 

2020 Awards:

  • CRN Emerging Vendors
  • Fortress Cyber Security
  • Hot 150 Cybersecurity Companies
  • Cyber Security Awards: Innovative Product of the Year - Threat Detection

2019 Awards: 

  • Fortress Cyber Security
  • EMA Vendor To Watch
  • CRN Security100
  • NVTC Tech 100

More About IronNet:

IronNet delivers unmatched collective cyber threat detection for enterprise on-premise, cloud, and hybrid networks.  We do this through the application of advanced behavioral analytics, AI, and machine learning techniques.  Our team combines the tradecraft knowledge of the best offensive and defensive cyber operators in the world with world-class mathematicians and data scientists to engineer solutions that empower companies to defend against advanced threats.

Our founder and Co-CEO, General (Ret) Keith Alexander, is a recognized cybersecurity innovator and a frequent speaker about current cyberthreats and effective defenses. We have a leadership team with deep government and commercial cyber experience, and the company is advised by a board of esteemed security and venture investment professionals, including Jan Tighe Retired Vice Admiral, Former Deputy Chief of Naval Operations for Information Warfare and Director, Naval Intelligence, US Navy; and Jack Keane Chairman, Institute for the Study of War, Retired Four-Star General, Former Vice Chief of Staff, US Army.

Benefits of Working at IronNet:

IronNet strives to provide and takes pride in being able to offer comprehensive, essential and affordable benefits for our employees and their families.  We offer an unlimited PTO plan, 401(k) match as well as Medical, Dental, Vision, and Disability Insurance.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or protected veteran status, or any other legally protected basis, in accordance with applicable law.

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