Senior Territory Account Executive, Malaysia

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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

• Actively create and pursue leads and opportunities in the stated territory with the goal of selling Sophos solutions to achieve and exceed agreed sales targets. • Qualify opportunities identified through research, internal sales teams, specific marketing campaigns, procured databases, reseller databases, and incoming evaluations to determine the size, value, structure, and business issues, and decide whether the opportunity should be pursued. • Manage renewal, cross-sell, and new logo opportunities. • Build relationships with key customer stakeholders, including C-level customer representatives. • Build relationships with key channel and partner organizations within your territory. • Identify customers’ solution requirements and engage Sales Engineering, Marketing, and Channel teams to provide support throughout the sales cycle. • Maintain dedicated weekly adherence and commitment to the Sophos CRM of choice (Salesforce) in line with the cadence set by Sophos management reporting and forecasting standards. • Provide accurate sales forecast information at all times to sales management • Collaborate with the Sophos team and contribute to the development of other team members through coaching and, when appropriate, upskilling them. • Attend corporate and marketing events to promote Sophos to existing and potential customers • Limited travel may be required occasionally to attend out-of-state events or internal sales training. • Establish and maintain support mechanisms to make Sophos the easiest and preferred vendor to work with, actively removing barriers to that goal and driving a positive impact on customer satisfaction. • In partnership with existing teams, drive customer satisfaction and identify additional business opportunities for Sophos whenever possible.

🎯 Requirements

• Preferably degree-educated or equivalent • 5–10 years of software/hardware sales experience (preferred) • Cybersecurity domain knowledge (preferred but not mandatory) • Experience influencing senior decision-makers (C-level) • Proven ability to develop and execute account and opportunity plans • Expertise in managing the entire sales process, including customer acquisition, development, and retention • Account management experience with high-value Sophos accounts • Accurate sales forecasting experience in a reseller-based business model • Strong conflict-handling and resolution skills • Experience selling into complex organizational structures, including multi-level selling • Understanding of licensing and renewal dynamics • Ability to create and deliver presentations to C-level audiences

🏖️ Benefits

• Sophos operates a remote-first working model • 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