Senior Territory Account Executive

🕒 March 27

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Sophos

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1985

💼 Consulting

🏥 Healthcare

🏭 Manufacturing

💰 Post-IPO Equity on 2021-08

Consulting • Healthcare • Manufacturing

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

• Create and manage sales opportunities with Sophos prospects and existing customers • Meet and exceed individual contributor sales quota • Actively create and pursue leads and opportunities in the assigned territory • Drive new customer adoption, cross-sell opportunities, and high renewal rates • Build relationships with key customer stakeholders, including C-level representatives • Build relationships with key channel and partner organizations • Identify customer solution requirements and engage Sales Engineering, Marketing, and Channel teams throughout the sales cycle • Qualify opportunities using research, internal sales teams, marketing campaigns, procured databases, reseller databases, and incoming evaluations • Determine opportunity size, value, structure, and business issues, and decide whether to pursue opportunities • Maintain Salesforce CRM compliance with reporting and forecasting standards • Maintain strategic partner relationships and support retention, cross-sell, and new business acquisition • Develop and maintain detailed knowledge of Sophos and competitor products and services • Collaborate with presales security engineering, product teams, inside sales representatives, and channel partner resellers to maximize business in the territory

🎯 Requirements

• 5+ years of software/hardware prior sales experience • Proven ability to sell solutions/services and influence key decision-makers • Cybersecurity domain knowledge • Proven ability to plan and execute account and opportunity campaigns • Track record of quota achievement and demonstrated career stability • Excellent presentation skills in a C-Level environment • Competitive, self-starter, hunter-type mentality • Ability to manage the whole sales process, including customer acquisition, development, and retention • Ability to build mutually beneficial business relationships in a 100% channel sales model • Strong written and verbal communication skills, with an ability to influence and negotiate • Ability to quickly learn and adopt new approaches and techniques • Strong multitasking skills and ability to prioritize competing deadlines • Ability to lead pre-sales engineers, inside sales, and BDR/SDR members • Travel to customer and partner sites required • Accurate forecasting using Sophos business tools • English written and spoken • Legal authorization to work in Japan without employer sponsorship

🏖️ Benefits

• Sophos operates a remote-first working model • Employee-led diversity and inclusion networks • Annual charity and fundraising initiatives • Volunteer days for employees • Global employee sustainability initiatives • Global fitness and trivia competitions • Global wellbeing days • Monthly wellbeing webinars and training • Equal-opportunity and inclusive workplace commitment • Recruitment and selection adjustments to support applicants with disabilities or other needs