Territory Account Executive, Sophos
Inside Sales
Cybersecurity-as-a-Service
Open for applications
Cybersecurity-as-a-Service
1001+ employees
Open for applications
1001+ employees
Company mission
To develop powerful and intuitive products and services that provide the world's most effective cybersecurity for organizations of any size.
Role
Who you are
- Work experience in a similar sales role
- Good knowledge of Sales Processes including acquisition, development and retention
- Previous use of CRM / Forecasting system
- Technical understanding
- Strong structured working method
- Strong communication skills – verbal and written (German and English)
- Strong Negotiation skills
- Strong Presentation skills
- Strong time management and organisational skills
- Ability to thrive in a team selling environment
- Strong skills in flexibility, proactivity and self-motivation approach
- Ability to be technically minded
What the job involves
- With a focus on MidMarket Accounts, you will be the Sophos Sales representative in an assigned territory. You will be responsible for generating business for Sophos with our partners, building and maintaining strong and sustainable relationships, managing customers and prospects in order to develop and maintain Sophos business and meet / exceed sales targets
- Achieve bookings quota & KPIs for all accounts in the assigned territory (size of company may vary before starting a new financial year)
- Achieve new business and product targets
- Manage the entire customer engagement process, from customer requests coming through channel partners to development and retention
- Engage and enable joint selling with channel partners
- Work closely with channel partners in order to work on their opportunites and requests and expand their customer base
- Regularely interact with internal Channel Teams to plan, work and discuss Pipeline
- Consistently articulate Sophos’ value proposition to customers in order to maintain and expand Sophos’ business within assigned customer accounts
- Work on Sophos generated Leads & Opportunities meeting internal SLAs
- Proactivley engage Sales Engineers in appropiate opportunities
- Successfully implement our sales methodology ‘BaseLine Selling’ as well as MEDDPICC in your daily business calls with end customers & partners
- Ensure Pipeline Management is accurate for the current and quarters ahead meeting internal SLAs
- Participation at internal education and training programs
- Maintain good knowledge of the IT security market & competition
- Analyse territory performance based on Management key metrics and Business Planning Tool (e.g. activity planning, revenue, % un-renewed rate, pipeline, won/loss, product growth etc…)
- Deliver quarterly business review to Management
- Provide timely and accurate sales forecasts
- Log all activity to maintain accuracy of CRM and forecasting systems & meet internal SLAs
- Handling of administrative tasks e.g. Quoting, CRM data cleaning
- Willingness to travel and meet customers on site
- Attend Sophos or Partner organised events
- Substitution of colleagues within the sales team during holidays, illness and transition times
Our take
Due to the fast-evolving nature of cybercrime, companies can struggle to keep their security up-to-date and resilient. Sophos provides managed cybersecurity services to identify and resolve cyberthreats within all sizes of organisations, combining cutting edge cybersecurity tech with expert support teams.
Leveraging AI and machine learning, Sophos' system automates the detection and blocking of over 99% of threats, meaning its analysts only have to hunt down and stop the most sophisticated attackers. As well as its Managed Detection and Response (MDR) product - which, serving over 15,000 customers, is the most-used on the market - the company also delivers Incident Response Services for those experiencing an active threat.
Sophos is not a new player in the cybersecurity space, but has demonstrated its dedication to innovation with continued product launches, updates, and acquisitions such as that of BAE spinout SOC.OS that have kept its tech at the front of the market. Alongside many of its peers, the effects of the economic climate have caused Sophos to cut staff as it focusses on achieving “the optimal balance of growth and profitability", but this recent hiccup does not take away from its position as a market leader continuously leading adaption in the space.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (1 round)
Jul 2020
$2.8m
SEED
Total funding: $2.8m
Company benefits
- Remote-first working model & hybrid options
- We encourage teams to get together in person periodically to help facilitate teamwork
- Flexible start and end times for many roles
- Leadership development program
- Access to LinkedIn Learning
- Global internal coaching program (Coach Match)
- Periodic Sophos wellness days off for all Sophos to help employees relax and recharge
- Global wellbeing program, which offers a range of wellbeing resources, including Sophos Wellbeing Webinars, Stress Management Toolkits, and Developing Resilience Courses
- Free Employee Assistance Program (EAP) for confidential advice and counseling on a wide range of work and personal issues
- Free annual subscription to the Calm app
- Paid parental leave, caregiver leave & bereavement/compassion leave available
- We host some unforgettable social experiences for our global teams including our music festival SOPH-Fest, go-karting, Sophmudder, and incredible holiday parties!
- Our annual global fitness challenge, SOPH-Fit, sees thousands of employees taking part in our virtual global race around the world
- Each quarter, we celebrate our exceptional global team by running the Sophos Values Awards, which recognizes and rewards employees who embody the Sophos values and who we are as a company
- Health care benefits available worldwide
Company HQ
Abingdon, UK
Leadership
Kris Hagerman
(CEO, not founder)Former CEO of Corel Corporation, who previously served as Group President of Data Center Management at Symantec. Was also Executive VP and GM of Storage and Server Management at Veritas Software, as well as CEO and Founder of both Bigbook and Affinia.
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