Senior Director, APJ Channel Sales, Cyber Risk

Recruiter
Kroll, LLC
Location
Singapore, Singapore
Salary
Competitive
Posted
31 Dec 2022
Closes
12 Jan 2023
Ref
17986902
Job Function
Accounting/Audit/Tax
Industry Sector
Finance - General
Employment Type
Full Time
Education
Bachelors
Senior Director, Channels Sales, APJ

Cyber Security Services reporting to Managing Director Global Channels

APJ remote; full-time / permanent

In a world of disruption and increasingly complex business challenges, our professionals bring truth into focus with the Kroll Lens. Our sharp analytical skills, paired with the latest technology, allow us to give our clients clarity-not just answers-in all areas of business. We embrace diverse backgrounds and global perspectives, and we cultivate diversity by respecting, including, and valuing one another. As part of One team, One Kroll, you'll contribute to a supportive and collaborative work environment that empowers you to excel.

Kroll's Cyber Risk team works on over 3,000 cases a year, including some of the most complex and highest profile matters in the world. With experts based around the world, supported by ground-breaking technology, we help protect our client's data, people, operations and reputation with innovative assessments, investigations and intelligence. We are the only company in the world with the expertise and resources to deliver global, end-to-end cyber risk management, supporting organizations through every step of their journey toward cyber resilience.

Clients count on us for quick and expert support in the event of and in preparation against a cyber incident; from incident response to risk assessments, and complex forensics to breach notification and ID theft remediation we help clients - of all sizes - respond with confidence.

At Kroll, your work will help deliver clarity to our clients' most complex governance, risk, and transparency challenges. Apply now to join One team, One Kroll.

Following exponential growth over the past 3 years, the company will be accelerating this growth by launching a global channel model leveraging relationships with various routes to market including VAR's MSSP, SI's, Tech alliances and advisories to drive adoption of the diverse unique portfolio of Kroll Cyber Services. We are looking for a highly motivated APJ Senior Director of Channels to develop and execute on the Global channel strategy.

The successful candidate will be located in Singapore reporting to the MD Global Channels. As part of your day-to-day you will own the strategic direction of the channel, recruitment and development of partners aligned to the global channel partner program. You will be a hands-on leader responsible for our success in the indirect business growth, manage the critical partners senior relationships, build a channel team, pricing, and long-term product/technical enablement initiatives with the partners. The role involves both commercial activities as well as technical activities, all need to be strategically thought through.

Key Interfaces: Sales Leadership, Pre-Sales, Sales team, Finance, Technical Account Management, Legal, Marketing, Vendors, Customers.

Responsibilities:
  • Develop, communicate, and execute channel sales plans in support of corporate strategy, objectives, and quota targets
  • Support channel partner sales team in following sales methodology and best practices to help drive Kroll's market leading Managed Detection and Response service and proactive services portfolio.
  • Forecast channel business to the MD Global Channels for the region
  • Develop metrics and outcomes to ensure global partner strategy is being executed and sales quota achievement whilst delivering feedback on performance at scheduled QBR's.
  • With the support of channel marketing lead, build and execute marketing plan and activities for the region leveraging channel coverage and relationships
  • Attend industry conferences and events to present and demonstrate Kroll's services offerings along with our partners
  • Business development activities to gain additional partner organizations involved and develop from prospective partners to successful revenue-generating partners
  • Lead our partner program execution in complex partner organizations/corporations through working with key stakeholders including marketing, product, innovation, and sales.
  • Enable and train commercially partner sales teams and channel technical teams in order to drive success
  • Deep experience working with enterprise customers and be the focal point and thought leader for Kroll internal sales directors.
  • Enable new business value proposition through joint integrations and joint technical developments with partners
Requirements:
  • 10+ years of commercial experience, ideally selling security services, 5+ years of channel or partner leadership at VP experience / indirect sales
  • Experience in selling Cyber Security services critically Managed Security - mandatory
  • Strong long-term relationships and connections with partners across EMEA - mandatory
  • Proven track record of recruiting and leading high impact channel teams
  • Deep experience working with global teams and partners and ability to matrix manage
  • Ability to build relationships across a wide range of styles and cultures to form networks within and outside the company
  • Adaptability, flexibility, positive energy and integrity
  • Excellent communication (written and verbal) and presentation skills - English Fluent, Mandarin - big advantage
  • Willingness to travel
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