Job Description
Primary Location: Vietnam The Spreeau is cybersecurity and software development company, found in 2020 in Brandenburg the Federal State of Germany, headquartered in Frankfurt am Main.
The Spreeau provide advanced and dynamically protection against persistent cyber threats in critical infrastructure and regulated industries, powered by physics-based Machine Learning and Artificial Intelligence to ensure to deliver robust protection against persistent cyber threats and compliance and resilience you need.
Role Summary The Senior Director,
Business Development is responsible for originating, developing, and securing large capital project opportunities across the cross sector, with a primary focus on Automotive / EV, Finance/Insurance, FinTech, Defence, Regulator and compliance.
Key Responsibilities
Identifying, developing, and securing large-scale sales, sign deals full delivery projects across industries
Working collaboratively with sales / operations to develop a robust SEAN, APAC and securing key opportunities across both established and emerging hubs in markets.
Leveraging sector expertise and networks to identify and establish strong relationships with strategic customers, partners and supply chain.
Leading large pursuits from early engagement through to contract close and handover to delivery.
Representing and promoting Spreeau's brand, developing customer solutions to differentiate Spreeau in the market.
Adopting a proactive leadership stance by partnering with the SEA Territory Sales Lead and collaborating with wider sales and operations teams to translate strategic objectives into direct, impactful actions and driving growth outcomes.
Developing and implementing targeted account strategies for customers, negotiating and closing significant project opportunities.
Demonstrating innovative, strategic, technology-driven (including AI) approaches to business development.
Acting as a mentor and role model, upholding Spreeau's values and supporting growth and development of others.
Key Qualifications
Deep sector experience in conventional Cybersecurity, Cybersecurity products, Managed Security Services and IT, including:
The EU Cybersecurity Act, of 2019, UNECE the Cyber Security Management Systems (CSMS) UN Regulation 155.
XDR, XSIAM
Physics Machine Learning
Artificial intelligence (AI)
Sector experience in Regulatory and compliance requirements
Proven track record of originating, signing long-term reoccurring sales and securing large, complex capital projects, including:
EPC/EPCM/Alliancing and full delivery contracts
Opportunities spanning the full lifecycle (concept, FEED, detailed design through to execution)
Significant SEAN experience with demonstrated success in:
Developing and converting opportunities in SEA markets
Pipeline growth and positioning in new markets
Strong commercial leadership capability, including:
Leading complex pursuits and negotiations
Structuring deals and managing multi-stakeholder / consortium environments
Qualities & Behaviours
Innovative thinker, technology savvy and progressive
Enthusiastic, proactive, open, service minded and spontaneous working attitude and communication style.
Strong lateral/ informal leadership skills. Globally minded and inclusive
Hands on approach, pragmatic thinker/organizer
Collaborative in nature and high degree of perseverance, tenacity and empathy
Performance in relation to Spreeau's values and sales processes.
Additional Requirements
Strong verbal and written communication skills in English C or C level plus Local language and one of SEAN languages.
Identify and develop business opportunities that leverage Spreeau's capabilities into profitable and sustainable areas of our customer's business, and in doing so deliver to Spreeau's strategic ambition and growth targets.
Strong negotiation and commercial skills.
Facilitate multi-level interactions between our customer and Spreeau's key personnel (executives, key decision makers, technical specialists, sub-sector leaders and advisory) and ensure that an account approach is developed to ensure effective and consistent contact with customer.
Develop and demonstrate deep understanding of the customer's business objectives and associated connections into our organization and offerings.
Specific Activities Business Development: Condition the market and customer ("Opening Game")
Drive the account development strategy with regional and global teams to identify and classify accounts
Establish new customers and markets based on strategic initiatives and growth plans in close collaboration with various internal leadership teams
Develop, maintain, and advance assigned customer relationships through account strategies and customer contacts
Apply selectivity principles to ensure the business pursues new profitable work that aligns with the strategy
Strategically tap into customer's business needs or create new needs via marketing efforts and sprint campaigns
Obtain and share competitive market intel by having a deep understanding of market dynamics and competition
Actively collaborate with Operations and Inside Sales to drive Opening Game activities to position and differentiate the company
Pre-Sales: Condition the prospect ("Middle Game")
Lead the development of opportunity capture plans, coordinate and communicate with relevant stakeholders to secure alignment and support
Plan and facilitate customer meetings, and issue call reports/ MoMs to all stakeholders throughout the sales process
Accountable for testing and validating value proposition with the customer's key stakeholders in Middle Game
Lead the go/no-go and bid/no-bid decision making process and provide recommendations to the approval committee
Closing: Condition the deal ("End Game")
Work closely with Inside
Sales Manager to develop and promote high quality, compelling and competitive proposals, ensure key USPs are incorporated and work with legal, assurance and estimating/commercial teams for legal, contractual, risks and commercial/pricing benchmarking
Work closely with operations to align the cost estimates and guide the management team on the profitability expectations
Lead the pricing review sessions with the relevant management layer based on the applicable delegation of authority matrix
Lead customer presentations, contract and commercial negotiations and closing of contracts.
Collaborate with Inside Sales, wider Operations team, Marketing and Management, to close the pursuit and ensure appropriate external communication (i.e. press release) in alignment with the customer.
What we offer
Base salary up to 625,368,000 Dong a year depends on real time experience and goals and target results weekly, monthly and quarterly
OTE of around 911,995,000 Dong + uncapped commission and accelerators depends on goals and target results weekly, monthly and quarterly
A ramped target over your first 12 months - build into full quota at pace, not at risk
High-value share options (potential)
EV salary sacrifice scheme
Mandatory health insurance
Hybrid and remote working across the HCMC
Sector - Cybersecurity (AI, Physics ML, XDR, XSIAM, CSMS, SOC, Pen Testing, GRC)
General
Lead by example, company's HSE programme to promote an incident and injury free culture. Be proactive in ensuring physical and mental health and safety of Outside Sales team.
Ensure adoption of internal policies, procedures and business processes
Leverage Customer Success Platform (CSP) to manage accounts, opportunities and maximize the use of CSP throughout the sales process. Responsible for data integrity in CSP related to accounts and opportunities.