Senior Director, Sales

at  Perforce

Perforce is a community of collaborative experts, problem solvers, and possibility seekers who believe work should be both challenging and fun. We are proud to inspire creativity, foster belonging, support collaboration, and encourage wellness. At Perforce, you’ll work with and learn from some of the best and brightest in business. Before you know it, you’ll be in the middle of a rewarding career at a company headed in one direction: upward.
With a global footprint spanning more than 80 countries and including over 75% of the Fortune 100, Perforce Software, Inc. is trusted by the world’s leading brands to deliver solutions for the toughest challenges. The best run DevOps teams in the world choose Perforce.

POSITION SUMMARY:

Paul Gray, VP Perforce APJ, is searching for a Senior Director, Sales to join the team. The Senior Director, Sales at Perforce will provide overall comprehensive strategic guidance, visionary leadership, and business resolutions for the Sales team. This role requires a profound understanding of corporate strategies and the organization’s overarching objectives across the APJ region.
This position will support our Platform Automation team and include the Delphix and Puppet brands.
Delphix delivers advanced data management and data masking solutions, empowering enterprises to access, control, and secure data across development, testing, and analytics environments. By virtualizing and masking data, Delphix accelerates application delivery, improves data compliance, protects sensitive information, and enhances the efficiency of DevOps and cloud migration processes.
Puppet is an IT automation and configuration management tool that enables organizations to automate the provisioning, management, and deployment of infrastructure. It uses a declarative language to define system configurations, ensuring consistent environments across servers, reducing manual intervention, and improving operational efficiency in both on-premise and cloud environments.
Together these form the basis of our Platform Automation portfolio. Delivering infrastructure as code with fast compliant data that is accessible by all Non-Production teams.

REQUIREMENTS:

• Experience: 5-7+ years of progressive sales leadership experience, with a strong focus on the APJ region. Detailed understanding of subscription based software sales to Enterprises.
• Proven Track Record and Results oriented: Demonstrated success in driving revenue growth and managing large sales teams in the APJ market. Expert level understanding of sales methodologies and deal review tools like MEDDPIC.
• Industry Knowledge: Deep understanding of the regional business landscape, customer needs, and market dynamics across various industries in their respective APJ geographies.
• Leadership Skills: Strong leadership and team management experience, with the ability to inspire, mentor, and drive a high-performing sales team.
• Strategic Thinking: Ability to develop and execute data-driven sales strategies aligned with corporate objectives.
• Cross-Cultural Competence: Experience working in a multicultural environment, with an understanding of different business practices and communication styles across APJ.
• Relationship Building: Strong networking, communication, and negotiation skills, with the ability to build and maintain relationships with key customers, partners, and stakeholders.
• Channel and Partner Management: Experience in helping build and supporting channel sales strategies and partnerships.
• Problem Solving: Strong analytical and problem-solving skills to navigate complex sales challenges and market conditions.
• Educational Background: Bachelor’s degree (or equivalent) in business, marketing, or a related field;
• Willingness to Travel: Willingness to travel frequently across the APJ region as needed.
  Come work with us! Our team members are valued for their contributions, introduced to new opportunities, and rewarded well. Perforce combines the experience and rewards of a start-up with the security of an established and privately held profitable company.
  If you are passionate about the technology that impacts our day-to-day lives and want to work with talented and dedicated people across the globe, apply today!

• Regional Sales Strategy: Develop and execute comprehensive sales strategies for the APJ (Asia-Pacific and Japan) region to drive revenue growth with a strong focus on the BFSI sector.
• Revenue Growth: Achieve or exceed sales targets, revenue goals, and growth objectives within the APJ region.
• Leadership and Team Management: Lead, mentor, and manage a team of regional sales leaders and representatives, promoting a high-performance culture.
• Market Expansion: Identify and penetrate new markets and business opportunities across the APJ region, building a robust pipeline.
• Customer Relationship Management: Cultivate relationships with key customers and partners, ensuring high customer satisfaction and retention.
• Cross-Functional Collaboration: Collaborate closely with product, marketing, and operations teams to align sales strategies with corporate objectives and market demands.
• Forecasting and Reporting: Provide accurate sales forecasts, track key metrics, and present regular updates on the sales pipeline, performance, and market trends to the executive team. Complex deal review experience leveraging sales methodologies like MEDDPIC.
• Channel Strategy: Develop and manage relationships with partners and resellers to expand channel sales and increase market penetration.
• Sales Enablement: Ensure the sales team has the necessary tools, training, and resources to be effective and achieve their targets.
• Contract Negotiation Oversight: Lead high-level negotiations with customers, ensuring profitable deals and long-term partnerships.
• Compliance and Governance: Ensure adherence to regional compliance, legal, and ethical standards across sales operations.
• Budget and Resource Optimisation: Manage the APJ sales budget, making data-driven decisions on resource allocation to optimize growth.