Enterprise Sales Lead (APAC)

Singapore /
Sales & Business Development /
Full-Time
Dathena is a Singaporean company which focuses on developing data governance software, helping organizations to automatically Identify PIIs, Promoting Data Privacy Compliance, Classify Data, protecting sensitive information with the help of AI (NLP, ML, Deep Learning). Digital business requires a new view on security and privacy, one that is driven by the level of risk appetite and enablement of business and technology strategy.  

The Enterprise Sales Lead is responsible for originating and responding to and leading efforts to close sales leads that support the Dathena team. This individual will be a highly motivated, quick learner, self-starter able to lead sales efforts that are not only focused on the capabilities in which they serve but also able to cross-sell within and between capabilities within the company.  A dynamic personality with a drive to reach decision-makers is essential. 

RESPONSIBILITIES

    • Drive business growth for us with new accounts 
    • Originating and responding to new logo opportunities and owning sales pursuit efforts 
    • Working with the EVP Sales Leader and sales specialists to partner in closing new logo and new to existing sales opportunities
    • The qualification, upsell and cross-sell within and across our core capabilities
    • Work with strategic alliance SIs/SPs and other consulting partners to orchestrate large deals to acquire key logos
    • Leading renewal efforts if/when the opportunity needs extra sales expertise
    • Meet sales quota goals
    • Successfully supporting the sales cycle and Client Partners and Consultants selling Dathena's solutions during the sales phase of a deal
    • Analyzes customer business goals, objectives, needs, process, and existing infrastructure
    • Applies business outcome-based sales principles and demonstrates relevant and transferable company experience in developing sales strategy, opportunity briefs, and sales plans to drive new logo and client solution
    • Understands the prospect and client decision-making process and organizational map
    • Establishes trusted relationships with C-Level executives through alliance partnerships to originate new opportunities in 'new logo' and existing accounts to position our capabilities
    • Develop and maintain an accurate, high-quality pipeline that is aligned to our company’s sales process

REQUIREMENTS

    • Bachelor’s degree from an accredited college/university; Master's degree a plus
    • Atleast 8 years of consultative sales experience with over 5 years in the Tech sector
    • Strong knowledge of MEDICC sales methodology or other modern sales methodologies
    • Experience with closing large, complex sales deals
    • Knowledge and understanding of the cybersecurity industry would be a plus
    • Understanding of cloud ecosystem and security
    • Experience selling large complex solutions for enterprise clients. Multi-stakeholders with ASP over $100k 
    • Strong ability and desire to prospect
    • History of success working within an individual and team environment
    • Must have a history of quota attainment
    • Deep general business knowledge and acumen
    • Innovative and creative
    • Viewed as a thought leader in sales and well connected/networked
    • Exceptional communications and presentation skills
    • Ability to lead through influence over authority
    • Strong collaboration capabilities are critical to this role