sonarsource - Enterprise Territory Manager - Multinational BFSI
Requirements
• Education: Bachelor’s degree in Business, Computer Science, Engineering, or an AI related field. • AI Governance Exposure: Background in AI services, AI code generationassistants, or regional AI risk classification frameworks. • Enterprise Track Record: 8+ years of enterprise account management with a proven track record of selling to BFSIs in Asia or globally • Technical Solution Selling: Proven success in selling complex AI transformation, enterprise software, DevSecOps, Application Security Testing (AST), or DevOps lifecycle solutions • Regulated Procurement Navigation: Deep understanding of how to navigatetendering processes and compliance frameworks in key markets e.g. Singapore, ASEAN, US, UK/Europe, India • Communication & Presence: Global English proficiency with excellent communication skills—highly comfortable engaging with both technical teams and non-technicalexecutive audiences. Ability to hold the virtual room remotely • Sales Mindset: A self-starter with a consultative sales approach, comfortableoperating independently within a remote matrixed organization. • In-office culture • We're intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays, Tuesdays, and Thursdays — create the collaboration rhythm that makes a hub office worth having. • Candidates need to be genuinely based in the location the role is posted — if that's not where you are today, we're happy to support relocation for the right person. • We value diversity, equity, and inclusion
Responsibilities
• Strategic Accounts Ownership: Develop and execute high-growth accountstrategies for primarily Japanese and Korean BFSIs including land and expansion, enterprise standardisation globally across different geographies and countries. • Broaden and deepen Sonar’s footprint across AI code governance, code quality, security, and AI priorities. • C-Suite Advisory: Serve as a strategic advisor to senior stakeholders (Chief AI Officers, Risk & Compliance Chairs/Leads/Officer, CIOs, CTOs, CISOs, Heads of AppDev or AppMod), translating business, policy, or financial regulatory objectives into actionable initiatives toward an Agentic, AI-driven model. • Enterprise Deal Execution: Identify, qualify, and close high-value softwareopportunities (USD 50K+), managing complex RFP/RFI engagements, multi-yearmodernization programs, and pilot-to-scale AI initiatives. • Cross-Functional Orchestration: Coordinate cross-functional teams (solutionengineering, technical advisory, regional channel partners, product) to developcompelling technical proposals and ensure successful adoption. • Domain Mastery: Maintain a deep understanding of AI SDLC trends, codegovernance, and security frameworks applicable to highly regulated banking sector across Asia, US and Europe. • GTM Collaboration: Partner with regional marketing and product teams to tailorgo-to-market messages and enterprise presentations specifically for the assigned BFSI enterprises • Lifecycle Value: Ensure long-term client success through proactiveengagement, identifying enterprise renewal and expansion opportunities, andensuring measurable business impact.
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