Diligent Corporation - Solution Sales Director
Upload My Resume
Drop here or click to browse · Tap to choose · PDF, DOCX, DOC, RTF, TXT
Requirements
• 7+ years of experience in one or more of: Selling IT GRC, vendor risk, TPRM or related integrated risk management SaaS solutions; and/or • Practicing in IT risk, third-party risk, technology governance or compliance roles with hands-on ownership of tools and frameworks • Demonstrated success navigating complex, multi-stakeholder sales cycles and managing large, strategic deals with enterprise and upper mid-market customers. • Strong track record of building and maintaining senior relationships across risk, compliance, security, procurement, technology and business leadership. • Experience operating across APAC (multi-country exposure, cultural awareness, comfort working across time zones). • Deep understanding of IT GRC and Third-Party Risk / Vendor Risk Management concepts, including frameworks, regulations and industry best practices. • Familiarity with leading IT GRC / TPRM platforms and their deployment in large organizations. • Ability to quickly develop deep product knowledge of Diligent’s IT GRC and third-party risk portfolio, including how 3rd Risk integrates with the Diligent One Platform. • Strong consultative selling capabilities with the ability to frame customer problems, quantify value, build business cases and drive consensus across stakeholders. • Excellent communication, presentation and influencing skills, including with C-level and senior executive audiences. • High level of curiosity and empathy, able to understand customer context, issues and pain points through effective questioning and active listening. • Demonstrated self-motivation and drive, with a consistent record of delivering against targets in fast-paced, high-growth SaaS environments. • Commitment to continuous learning, including staying current on internal product capabilities, competitor landscape, external industry trends and the evolving APAC risk and compliance environment. • Diligent is the AI leader in governance, risk and compliance (GRC) SaaS solutions, helping more than 1 million users and 700,000 board members to clarify risk and elevate governance. The Diligent One Platform gives practitioners, the C-Suite and the board a consolidated view of their entire GRC practice so they can more effectively manage risk, build greater resilience and make better decisions, faster. • At Diligent, we're building the future with people who think boldly and move fast. Whether you're designing systems that leverage large language models or part of a team reimaging workflows with AI, you'll help us unlock entirely new ways of working and thinking. Curiosity is in our DNA, we look for individuals willing to ask the big questions and experiment fearlessly - those who embrace change not as a challenge, but as an opportunity. The future belongs to those who keep learning, and we are building it together. At Diligent, you’re not just building the future - you’re an agent of positive change, joining a global community on a mission to make an impact. • Learn more at diligent.com or follow us on LinkedIn and Facebook • What Diligent Offers You • Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients • Creativity is ingrained in our culture. • We care about our people. Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy and wellness programs to name a few
Responsibilities
• Own solution sales for IT GRC & Third-Party Risk in APAC • Drive new logo and expansion opportunities for Diligent’s IT GRC and third-party risk portfolio (including 3rd Risk) across mid-market and enterprise segments. • Take primary accountability for opportunity strategy, value articulation and deal orchestration in partnership with regional Account Executives. • Act as the IT GRC & TPRM domain expert in the field • Demonstrate expert-level understanding of IT GRC, vendor risk, TPRM and related compliance frameworks, and how Diligent’s solutions address these needs. • Translate complex risk and governance concepts into clear commercial value and compelling solution narratives for business and technical stakeholders. • Lead consultative, solution-based sales cycles • Run discovery with senior stakeholders to uncover current-state IT GRC / TPRM processes, tools and pain points across the three lines of defence. • Design solution approaches and value roadmaps, aligning Diligent’s IT GRC and third-party risk capabilities (including integrations with the broader Diligent One Platform) to customer outcomes. • Support RFP/RFI processes, complex evaluations and proof-of-concept activities, ensuring clear success criteria and measurable value. • Drive prospect engagement and pipeline growth. • Proactively build and progress pipeline through targeted outreach, thought leadership, events, and account-based activities focused on IT GRC and vendor risk buyers. • Ensure high levels of prospect engagement and satisfaction through relevant insights, regular follow-up and tailored value propositions. • Partner closely with Sales, Marketing, Product and Customer Success • Collaborate with Sales leadership and Account Executives on regional account planning, territory strategy and deal reviews for IT GRC and TPRM opportunities. • Provide structured feedback to Product Management and Product Marketing on APAC market needs, competitive trends and customer requirements to inform roadmap and positioning. • Work with Customer Success and Implementation teams to ensure a smooth handover from sale to deployment, with a clear value realization plan. • Leverage tools, data and insights to win • Effectively utilize sales tools (CRM, sales engagement, intent data, etc.) to prospect, orchestrate multi-threaded pursuits, and improve win rates and bookings. • Accurately maintain CRM records, forecasts and reporting for IT GRC & TPRM opportunities (pipeline hygiene, stages, risks and upside). • Elevate internal capability and thought leadership • Coach and enable the broader go-to-market team (Sales, BDRs, CS) on IT GRC and third-party risk trends, use cases and competitive differentiation. • Represent Diligent and 3rd Risk in market as a thought leader through events, roundtables and executive briefings on IT risk, vendor risk and integrated governance.
No credit card. Takes 10 seconds.