sonarsource - Enterprise Territory Manager - Hong Kong and Taiwan
Requirements
• Digital Transformation Frameworks: Experience working with public sectordigital initiatives, such as Taiwan's AI Action Plan 2.0 / Cyber Security Act 2.0or Hong Kong's OGCIO/Digital Policy Office modernization projects. • Financial Regulatory Knowledge: Familiarity with Taiwan FSC (FinancialSupervisory Commission) regulations regarding software supply chain security,zero-trust architectures, and on-premises data localization requirements. • AI Governance Exposure: Background in AI services, AI code generationassistants (e.g., Copilot), or regional AI risk classification frameworks. • Channel Ecosystem: Previous experience leveraging major regional SystemIntegrators and distributors (e.g., Systex in Taiwan) to accelerate public andfinancial sector procurement pipelines. • We value diversity, equity, and inclusion
Responsibilities
• Strategic Territory Ownership: Develop and execute high-growth accountstrategies for Taiwan enterprise (incl. Public sector, BFSI and namedenterprises and Hong Kong public sector, focusing on expanding Sonar’sfootprint across code quality, security, and AI SDLC priorities. • C-Suite Advisory: Serve as a strategic advisor to senior stakeholders (CIOs,CISOs, Heads of AppDev), translating business, policy, or financial regulatoryobjectives into actionable initiatives to mature their DevOps foundations towardan 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 governmentand banking sectors. • GTM Collaboration: Partner with regional marketing and product teams to tailorgo-to-market messages and enterprise presentations specifically for the TW/HKregulatory and linguistic landscape. • Lifecycle Value: Ensure long-term client success through proactiveengagement, identifying enterprise renewal and expansion opportunities, andensuring measurable business impact. • Education: Bachelor’s degree in Business, Computer Science, Engineering, or arelated field. • Enterprise Track Record: 8+ years of enterprise account management orbusiness development experience, with a proven track record of selling toTaiwan public and private sector and Hong Kong public sector. Experienceselling to Taiwan global enterprises will be a huge advantage. • Technical Solution Selling: Proven success in selling complex enterprisesoftware, DevSecOps, Application Security Testing (AST), or DevOps lifecyclesolutions. • Regulated Procurement Navigation: Deep understanding of how to navigateformal government tendering processes and compliance frameworks in the sub-regions. • Communication & Presence: Fluent in English and TraditionalChinese/Mandarin, with excellent communication skills—highly comfortableengaging with both highly technical engineering teams and non-technicalexecutive audiences. Spoken Cantonese a huge advantage • Sales Mindset: A self-starter with a consultative sales approach, comfortableoperating independently within a remote matrixed organization.
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