Commercial Account Manager, Sophos
CA$67.2-112k
+ Target sales commissions
Cybersecurity-as-a-Service
Open for applications
Cybersecurity-as-a-Service
1001+ employees
Open for applications
CA$67.2-112k
+ Target sales commissions
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
- Proven experience in New Logo (NNL) acquisition
- A track record of successfully identifying, prospecting, and closing new business with small and medium-sized businesses (0-250 users)
- Experience in using tools like ZoomInfo and LinkedIn Navigator to generate leads, build a pipeline, and close new customer accounts
- Strong ability to execute outbound strategies to expand the customer base and achieve New Logo sales goals
- Strong communication skills, both written and verbal, with the ability to build rapport and engage customers effectively
- Deep understanding of sales methodologies such as MEDDPICC and BANT, and the ability to apply them to qualify and close deals
- Demonstrated success in territory planning and account mapping to identify and drive both New Logo and Upsell opportunities
- Ability to thrive in a fast-paced, results-driven environment, and a collaborative team player with strong partner relationship-building skills
- Self-motivated with a proven track record of meeting or exceeding sales targets
- Proven ability to prioritize and manage a high volume of meetings and tasks, consistently focusing on driving new logo acquisition and upsell opportunities while maintaining strong partner relationships and timely follow-ups
What the job involves
- The Commercial Account Manager will drive both inbound and outbound sales for small to medium-sized businesses (0-250 users), focusing on New Logo (NNL) acquisition and Upsell (CUT) opportunities
- This role involves executing sales strategies such as territory planning, pipeline management, account mapping, and partner development, while leveraging technical expertise to deliver impactful presentations, close deals, and foster growth
- Deliver clear, compelling presentations about Sophos’ portfolio to both end users & partners
- Provide a high-level presentation of Sophos Central, emphasizing key features and benefits
- Achieve strong win rates in both New Logo and Upsell opportunities by successfully driving deals to closure
- Generate new outbound opportunities through tools such as ZoomInfo and LinkedIn Navigator
- Conduct thorough account reviews to identify Upsell (CUT) opportunities, leveraging existing relationships for growth
- Create and execute targeted campaigns to drive new business and expand existing accounts
- Consistently apply MEDDPICC and BANT frameworks to qualify and manage opportunities, ensuring efficient deal progression
- Identify and prioritize top customers and partners, focusing on both New Logo acquisition and Upsell opportunities
- Recognize and act on opportunities for growth, ensuring strategic alignment with business goals
- Analyze market trends, customer behavior, and historical data to develop tailored outreach strategies and maximize growth opportunities
- Continuously refine your approach by monitoring key performance indicators (KPIs) and adjusting tactics to meet evolving business goals
- Leverage a mix of outbound prospecting, account reviews, and targeted campaigns to ensure a steady pipeline of opportunities and achieve consistent sales performance
- Align territory efforts with broader company objectives and collaborate with cross-functional teams to support seamless execution and optimize results
- Understand and communicate the partner program, including discount levels, tier qualifications, and promotion pathways
- Develop a strong knowledge of Managed Service Providers (MSPs) and how they fit into the sales strategy
- Identify and engage the right partners to optimize business outcomes, ensuring the success and growth of both partners and customers
- Conduct strong account mapping sessions, speaking the language of Selects and using tools to drive New Logo (NNL) and Upsell (CUT) opportunities
- Leverage account insights to tailor solutions and identify growth potential for existing accounts
- Maintain a healthy and well-qualified pipeline, utilizing MEDDPICC and BANT
- Regularly update and manage the pipeline, ensuring accurate forecasting and a steady flow of opportunities
- Proactively manage and forecast pipeline performance by developing clear, actionable gap plans to address discrepancies and ensure targets are met
- Regularly assess the sales pipeline, adjusting forecasts based on real-time data, emerging opportunities, and market conditions
- Leverage historical trends and current performance metrics to accurately project revenue and adjust strategies for optimal outcomes
- Maintain close alignment with sales leadership to ensure forecast accuracy and transparent communication of potential risks or opportunities
- Hold yourself accountable for achieving both short-term and long-term sales goals, ensuring alignment with monthly, quarterly and annual quotas and business objectives
- Utilize Salesforce to manage customer relationships, track pipeline progress, and report on sales activities
- Leverage Power BI and Clari for data analysis, performance tracking, and sales forecasting
- Commit to continuous learning and upskilling by staying up to date on internal training programs, new platform features, and best practices to optimize platform usage and sales performance
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
$2.7m
SEED
Total funding: $2.7m
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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