Sophos

As a Sales Development Representative (SDR), you will be responsible for generating new business opportunities across the entire Sophos product suite. This high-impact role has been created to accelerate Sophos' growth in Southeast Asia (ASEAN) by proactively generating valuable new business opportunities from mid-market and enterprise organisations. There will be a strong focus on local markets in Malaysia and Singapore, so experience in local market knowledge is a significant advantage.

The primary function of the SDR is to proactively uncover, nurture, and generate new business opportunities for Sophos' sales teams by leveraging both inbound marketing leads and strategic outbound prospecting, focusing on generating new logo business. These qualified opportunities will then be passed to our Sales team and partner network for follow-up and closure. The SDR role serves as a vital link between marketing and sales.

Please note this is a remote role for which we are looking for candidates to be based in Kuala Lumpur, with full rights to work in Malaysia. (Penang candidates would be expected to attend team and company events in KL)

What You Will Do

• Based in Malaysia, your primary focus will be to identify and nurture new business opportunities in Malaysia, Singapore and Southeast Asia mid-market sector through both inbound and outbound prospecting activities (with a significant focus on Malaysia and Singapore markets).
• You will manage a funnel of inbound leads generated from our website and field marketing activities, such as webinars and events.
• Using outbound prospecting techniques and tools like Cognism, ZoomInfo, and LinkedIn Sales Navigator, you will research and hunt for new business opportunities.
• You will leverage various data sources, qualitative insights, and prospecting information to build a substantial ‘target prospect’ pool, nurturing leads and converting them into high-quality sales opportunities for the sales team.
• Conduct high-quality discovery calls with prospects and develop the ability to articulate value while selling cutting-edge technology solutions to businesses throughout the region.
• Nurture leads into high-quality sales opportunities for local channels and sales.
• Develop the ability to articulate value and sell cutting-edge technology solutions to businesses.
• Become an expert in information security to provide advisory support to prospects and customers.
• Uncover and draft detailed, succinct summaries of prospects' infrastructure, pain points, and business needs.
• Achieve quotas related to opportunity generation and revenue by maintaining high daily activity levels.
• Work closely with field marketing to understand and contribute to the execution of successful campaigns.
• Build strong rapport and relationships with channel partners and sales teams.
• Attend and actively participate in weekly/monthly team meetings.

What You Will Bring

• A strong business acumen and passion for technology and security
• Ideally 1-3 years’ experience as an SDR in a new business, phone-based, high-volume, customer-facing role.
• Proven experience and track record in an outbound lead generation environment.
• Familiarity with CRM systems (e.g. Salesforce) and SDR productivity tools (Outreach, ZoomInfo, 6sense, Sales Navigator).
• Ability to identify customer needs and pain points, and propose relevant solutions.
• Experience in handling objections and overcoming rejections.
• Process-oriented approach to lead management and workflows.
• Understanding of the partner/distributor ecosystem.
• Experience working with sales reps/account managers for appointment-setting.
• Experience in the IT and/or IT security industry within the B2B space in ASEAN.
• Passion for technology in the B2B space.

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