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.
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