Solution Sales Director at Diligent Corporation

Sydney, New South Wales, Australia -

Full Time

Start Date

Immediate

Expiry Date

02 Jun, 26

Salary

0.0

Posted On

04 Mar, 26

Experience

10 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Solution Selling, IT GRC, Third-Party Risk Management, TPRM, Integrated Risk Management, SaaS, Consultative Selling, Domain Credibility, Stakeholder Alignment, Account Management, Sales Strategy, Value Articulation, Deal Orchestration, RFP/RFI Support, Pipeline Growth, CRM Utilization

Industry

Software Development

Description

Position Overview: As part of Diligent’s acquisition of 3rd Risk and the expansion of our IT GRC and Third-Party Risk portfolio, we are creating a new Solution Sales Director role in the APAC Sales team. The Solution Sales Director - IT GRC & Third-Party Risk will be seen as a senior commercial and domain leader, with deep expertise in SaaS-based IT GRC, Third-Party Risk Management (TPRM), and broader Integrated Risk Management solutions. They will be responsible for driving new business and expansion opportunities for Diligent’s IT GRC and third-party risk solutions (including 3rd Risk) across mid-market and enterprise accounts in the APAC region. This is a senior individual contributor role that combines consultative solution selling with domain credibility. The role involves engaging directly with customers and prospects, shaping opportunities, and aligning stakeholders across business, risk, compliance, security and procurement functions throughout the customer journey. As a trusted advisor, the Solution Sales Director will work in close partnership with regional Account Executives and wider go-to-market teams, providing IT GRC and TPRM subject-matter expertise in co-selling and solution design. A key element of the role is to coach and uplift colleagues’ knowledge of vendor risk, IT risk and integrated GRC use cases, helping them position Diligent’s expanding risk portfolio with confidence. The successful candidate will be commercially sharp, collaborative, and highly credible with senior risk, compliance, security and technology stakeholders, with a proven ability to influence, navigate complex sales cycles and deliver results. Key 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. Required Experience & Skills 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). Domain & Technical Skills 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. Commercial & Core Skills 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. About Us 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 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 We have teams all over the world. We may be headquartered in New York City, but we have office hubs in Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney. Diversity is important to us. Growing, maintaining and promoting a diverse team is a top priority for us. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support the education of our team, facilitate dialogue, and foster understanding. Diligent created the modern governance movement. Our world-changing idea is to empower leaders with the technology, insights and connections they need to drive greater impact and accountability – to lead with purpose. Our employees are passionate, smart, and creative people who not only want to help build the software company of the future, but who want to make the world a more sustainable, equitable and better place. Headquartered in New York, Diligent has offices in Washington D.C., London, Galway, Budapest, Vancouver, Bengaluru, Munich, Singapore and Sydney. To foster strong collaboration and connection, this role will follow a hybrid work model. If you are within a commuting distance to one of our Diligent office locations, you will be expected to work onsite at least 50% of the time. We believe that in-person engagement helps drive innovation, teamwork, and a strong sense of community. We are a drug free workplace. Diligent is proud to be an equal opportunity employer. We do not discriminate based on race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental disability, age, military status, protected veteran status, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also Diligent's EEO Policy and Know Your Rights. We are committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at recruitment@diligent.com. To all recruitment agencies: Diligent does not accept unsolicited agency resumes. Please do not forward resumes to our jobs alias, Diligent employees or any other organization location. Diligent is not responsible for any fees related to unsolicited resumes.

Responsibilities

This senior individual contributor role is responsible for driving new business and expansion opportunities for IT GRC and third-party risk solutions across mid-market and enterprise accounts in the APAC region. The director will act as a domain expert, providing subject-matter expertise in co-selling, solution design, and coaching colleagues on risk use cases.