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Team Lead, Sales Development

Makati City, Philippines Office
Marketing
Job Requisition Number:  APMKT29

Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central – the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos has major hubs around the globe. More information is available at www.sophos.com

 

Role Summary

The SDR (Sales Development Manager) Team Leader is responsible for leading the ASEAN SDRs (3) and the Manila based ANZ SDRs (3), contributing to the building and running of an efficient lead qualification and management process. Key to this role is developing a proactive and responsive team that grows pipeline for Sophos and Sophos Partners.

 

In addition to the day to day leadership and development of the team, this role must also contribute to the overall team targets through discovering, qualifying and preparing early-stage sales opportunities. Our SDR Team Leader will work closely with Marketing and Sales leadership to develop and implement new campaigns, pipeline development programs and enhance processes and systems to support regional go-to-market activities, these could include strategic call downs, targeted campaigns, migration activities and cross sell promotions.

 

This role will focus on all SDR related activities and team leadership across the ASEAN region initially.

 

What You Will Do

  • Lead, train, coach and manage a small team of SDRs to successfully grow, develop and achieve the targets outlined by APJ Marketing Leadership.
  • This is a player/coach role. You will be hands-on and while not 100% dedicated to pipeline creation, you will have pipeline and QSO targets to meet.
  • Work with the team on an assigned territory to qualify, develop, and mature marketing supplied leads and self created leads which will result in high quality sales opportunities for Sophos Sales Reps and or Sophos Partners.
  • Ensure the team and you as a participant meet and/or exceed daily and monthly performance targets for number of outbound calls, qualified leads passed and pipeline contribution at an individual level (50%) and team level (50%
  • Ensure all sales leads from marketing driven campaigns are qualified and passed through system as per the APAC lead management process as efficiently as possible.
  • Build strong relationships with all sales teams, including Channel Sales and Enterprise. Ensure these relationships are nurtured and productive.
  • Responsible for new starter “onboarding”, ensuring appropriate training, mentoring and coaching is available for all staff and tracking execution against development plan.
  • Provide weekly & monthly reporting to Marketing Management and others on individual and team performance against targets.
  • Partner with ASEAN Marketing Managers to identify and execute strategic call downs and other direct campaign activities.
  • Work with in-region sales & technical managers and in-country SDRs to ensure they are effectively trained on all products and understand and use APAC SDR best practices for operational efficiency and overall success.
  • Work with Marketing Operations, Sales Operations and IT to enhance processes and systems (E.g. SFDC enhancements) to support smooth lead and opportunity handling processes for SDRs, Sales and Sophos Partners.
  • Proactively obtain program feedback and initiate plans in response to opportunities for improvement.
  • Participate in the review and enhancement of Sales Development processes and practices.
  • Produce appropriate weekly, monthly, quarterly, and annual reports for sales and marketing management.
  • Manage individual team member performance and team productivity. Regularly evaluate individual employee job performance through 1 on 1 meetings, providing constructive suggestions for improvement and rewarding accomplishments.
  • Some travel will be required within this role. Approximately 2 – 4 trips per year across Asia Pacific

 

What You Will Bring

Essential:

  • 4+ years’ experience in a Sales Development Role. 
  • Working in a channel based company, understanding of the IT channel
  • Experienced in a high-volume outbound, telephone based lead generation/sales.
  • Experience with technical products in the hi-tech industry
  • Process oriented in lead management
  • Ability to create a sense of urgency with prospects
  • Ability to identify needs/pain
  • Ability to present value based messaging
  • Solid Communication skills (written and verbal)
  • Familiar with CRM system for managing leads
  • Meeting deadlines and commitments
  • Active Listening
  • Influencing skills
  • People Management
  • Assertiveness
  • Attention to Detail
  • Creativity
  • Driving for Quality
  • Goal Oriented

 

Desirable:

  • Inside sales experience
  • Experience leading teams across multiple countries, languages and time zones
  • Demonstrated ability to work with Sales Leadership to ensure mutually beneficial outcomes
  • At least 1 year experience in managing people
  • SFDC/CRM
  • IT literate: Word, Excel, PowerPoint
  • Capacity for rapid learning
  • Familiar with Jigsaw, Hoovers, LinkedIn
  • Relevant degree or similar qualification

 

What’s Great About Sophos?

  • Our people are what makes Sophos special – we demonstrate shared vision, talent, innovation, and creativity, all of which are accompanied by a great sense of fun and team spirit.
  • Employee-led diversity and inclusion groups that build community within Sophos and provide internal education and advocacy (eg. Sophos Women in Tech group to improve gender parity, encourage gender-balanced leadership, and support career progression at Sophos)
  • Sophos Environment Network and employee challenges to contribute to sustainability and reduce our environmental footprint
  • Annual commitment to charity and fundraising across our global sites and volunteer days for employees to give back to local communities
  • Global trivia competitions to keep our minds sharp
  • Global Mental Health days off work for all Sophos to help employees relax and recharge
  • Monthly employee wellbeing webinars and training to support employee health and wellbeing
  • Employee rewards and thanks, such as our free annual subscription to Calm

 

Our Commitment To You

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity.   We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants that can contribute to the diversity of our team.  All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.  We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.

 

Data Protection

If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos' data protection practices, please contact dataprotection@sophos.com.

 

At Sophos, we want every organization to be protected by innovative, next-generation IT security, even those who don't have a huge IT staff. We protect organizations of all sizes, all around the world by making enterprise-grade security that is simple to deploy, manage, and use. It is our passion, and something we are truly proud of.


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