Senior Enterprise Account Executive, Public Sector

🕒 April 15

🇬🇧 United Kingdom – Remote

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

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Sophos

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1985

🔒 Cybersecurity

☁️ SaaS

💰 Post-IPO Equity on 2021-08

Cybersecurity • SaaS

Sophos is a leading cybersecurity company that specializes in protecting businesses against advanced cyber threats. The company offers a comprehensive suite of security solutions, including endpoint protection, managed detection and response (MDR), network security, and cloud security. With a prevention-first approach, Sophos aims to stop ransomware and other cyber threats before they cause harm. Sophos provides services such as threat research, security training, and operational support to ensure robust defense against cyberattacks. Their solutions cater to various industries including finance, healthcare, government, manufacturing, and retail. The Sophos Central platform delivers centralized security management, integrating seamlessly with existing IT infrastructure to enhance security posture.

📋 Description

• Generate Enterprise account sales pipeline, qualifying opportunities, and accurately forecasting pipeline from current and net new customers. • Manage the sales process through closure of the sale, continued development and retention. • Achieve agreed quarterly sales goals and develop strong relationships with key decision makers and influencers in Enterprise Accounts and leverage these during the sales process. • Execute a planned cadence of engagement with key strategic customers, with monthly or quarterly minimums, and put detailed strategic account plans in place where appropriate. • Maintain a detailed understanding of strategic customer accounts’ business to align Sophos solutions to the customer’s desired cybersecurity and business outcomes. • Work with your Enterprise Sales Engineer, MDR Sales Specialist for complex MDR opportunities and Customer Success for the most strategic accounts. • Negotiate terms of business with customers to achieve high levels of customer satisfaction and engagement, and high adoption of Sophos technology. • Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. • Work with Channel Sales team and partner community to create pipeline through indirect engagements.

🎯 Requirements

• Business acumen: Ability to identify opportunities with the highest and most competitive pay back for Sophos. • Drives for results: Pursues everything with a sense of urgency. Does not give up even in the face of resistance or setbacks. • Interpersonal skills: Engages easily and uses effective questioning and active listening to gather relevant information. Excellent communication and relationship-building skills up to C-Level • Outcome-based thinking: Focuses on understanding desired outcomes and showing value for Sophos, partners, and customers. • Ability to work independently and navigate complex sales cycles • A hunter mindset and proven track record of selling Cybersecurity solutions directly or through Partners • Experience of selling into UK Public Sector including Local and Central Government with knowledge of Public Sector specific requirements highly advantageous • Proficiency in Salesforce (CRM) and sales forecasting tools (CLARI)

🏖️ Benefits

• Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. • Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit • Employee-led diversity and inclusion networks that build community and provide education and advocacy • Annual charity and fundraising initiatives and volunteer days for employees to support local communities • Global employee sustainability initiatives to reduce our environmental footprint • Global fitness and trivia competitions to keep our bodies and minds sharp • Global wellbeing days for employees to relax and recharge • Monthly wellbeing webinars and training to support employee health and wellbeing