Regional Channel Sales Manager, Southeast Asia

About this role

About SecurityScorecard:

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint.

Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital.

About the Role:

SecurityScorecard is looking for a Regional Channel Sales Manager to drive growth across Southeast Asia. This is a sales role through the channel, with responsibility for generating pipeline, winning new customers and expanding our presence across the region by leveraging our partner ecosystem.

The role will provide broader sales coverage across Southeast Asia, particularly in markets and commercial segments where we do not have dedicated direct sales resources. The successful candidate will work closely with partners to identify, develop and close opportunities, while collaborating with the direct sales team on larger and more complex strategic accounts.

We are looking for someone who combines strong enterprise sales capability with a deep understanding of how to sell successfully through partners. This person needs to be commercially driven, comfortable owning a number and able to move easily between partners and end customers. The role will ideally be based in Malaysia or Singapore.

• Own and execute the channel sales strategy across Southeast Asia with a clear focus on pipeline and revenue growth.

• Generate net new enterprise and commercial sales opportunities through distributors, resellers, MSSPs and strategic partners.

• Carry clear sales KPIs for partner sourced and partner influenced pipeline and ARR.

• Work directly with partners and customers throughout the sales cycle, from qualification and discovery through presentation, negotiation and closure.

• Build broader market coverage across Southeast Asia, particularly in markets where SecurityScorecard has limited direct sales presence.

• Maintain and continue to grow the momentum and customer relationships established in Thailand.

• Identify and activate partners that can materially contribute pipeline and revenue.

• Build strong relationships with senior sales and leadership teams within key partners and develop joint account and territory plans.

• Run regular sales cadences with priority partners focused on pipeline creation, opportunity progression and closing business.

• Work closely with the direct sales team on larger and more complex opportunities.

• Collaborate with global Channel, Marketing and Partner Operations teams while keeping the regional role primarily focused on sales execution.

• Develop strong knowledge of the cybersecurity landscape across Southeast Asia and identify opportunities across enterprise, commercial, financial services, telco and public sector.

What success looks like

Success in this role is ultimately measured by pipeline and revenue. The successful candidate will increase our sales coverage across Southeast Asia, create productive partner relationships that generate real opportunities and reduce our dependency on having a single salesperson covering each market. Over time, the role should give SecurityScorecard greater continuity and leverage across the region, with partners becoming a meaningful extension of our sales capacity.

Required Qualifications:

• 8 to 10 years of enterprise technology sales experience with a strong track record of achieving or exceeding quota.

• Strong experience selling through channel partners, distributors, MSSPs or systems integrators.

• Cybersecurity sales experience strongly preferred.

• Demonstrated ability to generate pipeline and close business through partners.

• Strong existing relationships within the Southeast Asia technology and cybersecurity partner ecosystem.

• Comfortable engaging directly with CISO, CIO and other senior customer stakeholders.

• Strong commercial and enterprise selling skills with the ability to manage opportunities from creation through closure.

• Excellent presentation, negotiation and communication skills.

• Ability to operate independently across multiple countries and prioritize markets and partners based on revenue potential.

Preferred Qualifications:

• Strong network across Malaysia, Thailand and the broader Southeast Asia cybersecurity ecosystem.

• Experience covering multiple Southeast Asian markets.

• Existing relationships with senior leadership within key regional partners and distributors.

• Experience selling cybersecurity, third party risk management, supply chain risk or related enterprise security solutions.

• Proven success working within a high growth technology company.

• Ability to balance partner led selling with direct customer engagement.

• Highly entrepreneurial and comfortable operating within a lean regional team.

Benefits:

Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!

The estimated total…