ABOUT US

Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other every day and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

READY TO JOIN US?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don’t check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don’t let a checklist hold you back – we encourage you to apply.

ROLE SUMMARY

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.

WHAT YOU WILL DO

• 
  
  
  
• Selling NNL (New Logo) / CUT (Upsell) Business

• 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.
• Territory Planning
• 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.
• Channel Management
• 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.
• Account Mapping
• 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.
• Pipeline Hygiene
• 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.
• Forecasting
• 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.
• Platform / Systems Knowledge
• 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.