Territory Account Executive, Sophos
$94.5-157.5k
In addition to the base salary, there's a component for target sales commissions
Office located in Santa Clara, CA
Cybersecurity-as-a-Service
Open for applications
Cybersecurity-as-a-Service
1001+ employees
Open for applications
$94.5-157.5k
In addition to the base salary, there's a component for target sales commissions
Office located in Santa Clara, CA
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
- 3+ years in a sales role working with end users or channel partners with a proven track record of achieving/exceeding quotas
- Understanding of the mid-market business sales cycle, buyer personas, and decision-making processes
- Exceptional opportunity discovery, deal qualification, value proposition, negotiation, and closing skills
- Customer-centric orientation with the ability to build relationships via email, telephone, and in person
- Solid technical acumen to explain technology benefits; strong cybersecurity knowledge an advantage
- Experience selling through and with channel partners, the ability to thrive in a team selling environment
- Excellent organizational skills with the ability to prioritize and manage multiple tasks simultaneously
What the job involves
- As a Territory Account Executive for the Mid-Market segment (251-2500 employees), you will be responsible for driving net-new, customer expansion business and managing the full sales cycle, from prospecting to closing, while also collaborating with internal teams and channel partners to achieve sales goals
- You will create and manage sales opportunities with territory prospects and existing customers to meet and exceed your individual contributor sales quota, working closely with presales engineering resources, product teams, customer and renewal sales representatives, and our network of channel partner resellers to maximize Sophos' business in your territory
- In this role, you will drive revenue growth through strategic prospecting, pipeline development, and effective sales execution while becoming a subject matter expert in Sophos cybersecurity solutions. You will foster strong relationships with mid-market customers and channel partners to achieve and exceed sales targets
- Sales Execution: Run the full sales process from prospecting to closing, develop go-to-market strategies for new business, and maintain accurate forecasts through Clari
- Account Management: Drive adoption of Sophos solutions across mid-market accounts, conduct strategic reviews, and ensure successful customer experience
- Channel Collaboration: Strategize with channel teams and partners to drive net-new business, establish co-selling partnerships, and generate opportunities through partner referrals
- Industry Expertise: Become an insider within the cybersecurity industry, master the Sophos platform, and articulate our value proposition against competitors in the Next-Generation Cybersecurity market
- Cross-Functional Leadership: Work effectively with sales development, engineering, channel managers, and marketing teams to showcase our value while managing your territory like a CEO
- Accurate Forecasting: Know and understand your business deeply to drive accurate forecasting, ensuring visibility and predictability of territory performance against targets
- Pipeline Building Expectations: Responsible for generating and maintaining a healthy pipeline of new logo opportunities with a target ACV (Annual Contract Value) of the Mid-Market segment. Success in this role requires consistently building a pipeline of 3-4x quota. Total ACV, deal progression velocity, and conversion rates from prospect to customer will be measured by pipeline metrics
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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