Enterprise Territory Manager - Hong Kong and Taiwan

About the role:

As the Territory Manager for Taiwan and Hong Kong, you will drive Sonar’s expansion across the enterprise territory including Public Sector, Government-Linked Enterprises, and the Banking, Financial Services, and Insurance (BFSI) vertical, and other enterprise accounts. You will position Sonar as the foundational code governance and DevSecOps platform for organizations managing massive codebases, accelerating digital transformation, and adopting AI-driven development safely.

This role requires a sophisticated enterprise sales hunter who understands complex public procurement cycles, financial regulations, on-premises deployment mandates, and how to position USD 50K+ enterprise agreements.

What You Will Do Daily:

Strategic Territory Ownership: Develop and execute high-growth account

strategies for Taiwan enterprise (incl. Public sector, BFSI and named

enterprises and Hong Kong public sector, focusing on expanding Sonar’s

footprint 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 regulatory

objectives into actionable initiatives to mature their DevOps foundations toward

an Agentic, AI-driven model.

Enterprise Deal Execution: Identify, qualify, and close high-value software

opportunities (USD 50K+), managing complex RFP/RFI engagements, multi-year

modernization programs, and pilot-to-scale AI initiatives.

Cross-Functional Orchestration: Coordinate cross-functional teams (solution

engineering, technical advisory, regional channel partners, product) to develop

compelling technical proposals and ensure successful adoption.

Domain Mastery: Maintain a deep understanding of AI SDLC trends, code

governance, and security frameworks applicable to highly regulated government

and banking sectors.

GTM Collaboration: Partner with regional marketing and product teams to tailor

go-to-market messages and enterprise presentations specifically for the TW/HK

regulatory and linguistic landscape.

Lifecycle Value: Ensure long-term client success through proactive

engagement, identifying enterprise renewal and expansion opportunities, and

ensuring measurable business impact.

The Experience You Will Need:

Education: Bachelor’s degree in Business, Computer Science, Engineering, or a

related field.

Enterprise Track Record: 8+ years of enterprise account management or

business development experience, with a proven track record of selling to

Taiwan public and private sector and Hong Kong public sector. Experience

selling to Taiwan global enterprises will be a huge advantage.

Technical Solution Selling: Proven success in selling complex enterprise

software, DevSecOps, Application Security Testing (AST), or DevOps lifecycle

solutions.

Regulated Procurement Navigation: Deep understanding of how to navigate

formal government tendering processes and compliance frameworks in the sub-

regions.

Communication & Presence: Fluent in English and Traditional

Chinese/Mandarin, with excellent communication skills—highly comfortable

engaging with both highly technical engineering teams and non-technical

executive audiences. Spoken Cantonese a huge advantage

Sales Mindset: A self-starter with a consultative sales approach, comfortable

operating independently within a remote matrixed organization.

Preferred Experience:

Digital Transformation Frameworks: Experience working with public sector

digital initiatives, such as Taiwan's AI Action Plan 2.0 / Cyber Security Act 2.0

or Hong Kong's OGCIO/Digital Policy Office modernization projects.

Financial Regulatory Knowledge: Familiarity with Taiwan FSC (Financial

Supervisory 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 generation

assistants (e.g., Copilot), or regional AI risk classification frameworks.

Channel Ecosystem: Previous experience leveraging major regional System

Integrators and distributors (e.g., Systex in Taiwan) to accelerate public and

financial sector procurement pipelines.