Inside Sales - Territory Account Executive (m/w/d)

at  Sophos

ABOUT US

Sophos is a worldwide leader and innovator of advanced cybersecurity solutions, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies that help organizations defeat cyberattacks. As one of the largest pure-play cybersecurity providers, Sophos defends more than 500,000 organizations and more than 100 million users globally from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through its cloud-based Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed, turnkey security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.
Role Summary
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.

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.

• 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