Enterprise Territory Manager - Hong Kong and Taiwan

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.

Responsibilities

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

Requirements

Bachelor’s degree in Business, Computer Science, Engineering, or a related field; 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; Proven success in selling complex enterprise software, DevSecOps, Application Security Testing (AST), or DevOps lifecycle solutions; Deep understanding of how to navigate formal government tendering processes and compliance frameworks in the sub-regions; 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; A self-starter with a consultative sales approach, comfortable operating independently within a remote matrixed organization

Nice to have

Experience selling to Taiwan global enterprises; Spoken Cantonese; 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; Familiarity with Taiwan FSC (Financial Supervisory Commission) regulations regarding software supply chain security, zero-trust architectures, and on-premises data localization requirements; Background in AI services, AI code generation assistants (e.g., Copilot), or regional AI risk classification frameworks; Previous experience leveraging major regional System Integrators and distributors (e.g., Systex in Taiwan) to accelerate public and financial sector procurement pipelines

Benefits

Relocation support for the right person