Field Sales Director, Enterprise (Taiwan)
About SecurityScorecard
Funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV, Riverwood Capital, and others with over $290 million in funding, SecurityScorecard is the global leader in cybersecurity ratings and the only service with over 2M+ companies continuously rated. Founded in 2013 by security and risk experts Dr. Aleksandr Yampolskiy and Sam Kassoumeh, SecurityScorecard’s patented rating technology is used by over 16,000 organizations for enterprise risk management, third-party risk management, board reporting, due diligence, and cyber insurance underwriting. This is done by measuring your and your vendors' cyber-health by assigning a security rating of "A" through "F" based on outside-in, non-intrusive data. SecurityScorecard continues to make the world a safer place by transforming the way companies understand, improve and communicate cybersecurity risk to their boards, employees, and vendors. SecurityScorecard is headquartered in NYC with over 450+ employees globally. Our culture has helped us be recognized by Inc Magazine as a "Best Workplace," "Best Places to Work in NYC" by Crain's NY, and one of the 10 hottest SaaS startups in NY for two years in a row.
About The Team
You'll be a part of a top performing sales team that thrives under pressure. Although each person on the team is an individual contributor with an individual goal, everyone shares best practice and looks to help one another. Everyone also has a shared company goal in mind. The team thrives on being independence, but is extremely coachable and open to feedback on how to improve. The team is has a mixture of sales veterans and rising enterprise sales stars. The team enjoys to be around one another and works well together. The team will fully embrace and support you to help with your success at the company.
What You Will Do
We are hiring a seasoned sales leader to grow business in Taiwan. In this role, you will prospect and engage with senior decision makers in Information Security & Risk teams within large enterprise organizations. As a Field Sales Director you will call on accounts at senior levels, have excellent personal relationships in Security & Risk functions, and engage collaboratively with our prospects and customers to present the value of the SecurityScorecard solution. You will report to our VP, Sales, APAC.
The position involves both phone/web and frequent face to face value selling, and is approximately 30-40% travel oriented, in a non COVID environment. When not onsite at a customer, you will be based locally within your assigned region.
This position is an opportunity for you to join a growing team and help expand our business and customer footprint.
Attributes
• Authentic: Does the right thing and does not oversell themselves or the customer, uses a consultative selling approach that promotes honesty and puts the customer first and solves their needs not his/her own.
• Active Listener: Are completely present and engaged when they talk to prospects creating deeper and more meaningful conversations that build strong relationships and unlock more information..
• Hard Worker: “A” players continue to cold call and prospect, a BDR just scales them. They are still working on the last day of the quarter, still contacting customers and setting meetings even though they hit their number, this ensures the next quarter is just as good as the last
• Proactive: Are they on top of it? Organization and an ability to lean-in can be hard to find. These traits indicate a sales person who can rectify a deal when it goes south and work independently. They show evidence of prior research (reviewing a website, try to understand the product, read a 10K), they follow up an interview and a sales call. They preempt issues. This is great relationship management that builds trust.
• Inquisitive: The successful are naturally curious, use open ended questions, seek to learn about different parts of the business or subject and can synthesize responses to articulate a strategy or solution on the fly.
• Ethical: Act in the best interest of the company with transparency.
Traits And Skills
• Effective verbal and written communication
• Enthusiastic and energetic in nature, can lead a room
• Empathetic, can read a room
• Competitive by nature
• “Hate to lose” over “love to win” and know the difference between the two
• Can detail fundamental sales concepts of account planning
• Understand and use channel effectively
• Have adopted a sales process and qualification methodology
• Metric driven, can understand pipeline, deal sizing, targets and know them
Qualifications
• 10+ years of experience in enterprise software sales with a focus on hunter roles and new customer acquisition & pipeline growth
• 5+ years of experience working in the cyber security sales space • Outstanding track record of success managing enterprise accounts and opportunities to closure, consistent over-attainment of quotas of 1MM annual recurring revenue
• Strong network of established relationships with key industry contacts in the assigned territory
• Previous cybersecurity experience (Ideal but not mandatory)
• Proven track record of quota retirement in excess of 95% of target
• Understands record keeping, sales process, sales methodologies (MEDDIC, etc)
• Driven and competitive
• Experienced seller, understand process, methodology, how to win
