Team Lead 1, Sales Development

Makati City, National Capital Region (NCR), PH, 1225


Sophos Overview – Cybersecurity Evolved 
Sophos evolves to meet every new challenge, protecting more than 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs, our cloud-native and AI-enhanced solutions are able to adapt and evolve to secure endpoints and networks against never-before-seen cybercriminal tactics and techniques. Managed through our award-winning, cloud-based platform, Sophos Central, our best-of-breed products work together through our unique Synchronized Security system to share threat intelligence and respond to evolving threats. The Sophos suite of products secures networks and endpoints against automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.


Job Purpose

The SDR (Sales Development Manager) is responsible for leading the ASEAN SDR team of 3 individuals and 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


Main Duties

•    Lead, train, coach and manage a small team of SDRs to successfully grow, develop and achieve the targets outlined by APJ Marketing Leadership.
•    Work within 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. 
•    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

•    Organizational Responsibility

•    Reports directly to the Senior Manager, Integrated Campaigns, APJ
•    Works closely in partnership with Global SDR team leads
•    Works closely with Marketing teams, Marketing Operations, Channel & Sales

Skills & Experience

•    4+ years’ experience in a Sales Development Role.  Security – Anti Virus, Encryption Working in a channel based company, understanding of the IT channel
•    Experienced in a high-volume outbound, telephone based lead generation/sales.
•    Working in a channel based company, understanding of the IT channel
•    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


•    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


Equal Opportunities
Sophos is committed to equality opportunity in all areas of its work. All qualified applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, marital status, race, religion, colour, age, disability or sexual orientation.
If you choose to explore this 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.