Territory Account Executive - Public Sector

Sophos; Wiesbaden; On-site; EUR 60,000 - 90,000; Full time

Benefits offered by this job

Remote-first

Hybrid option

Team spirit

Career development

Job summary

Sophos in Wiesbaden, Germany, is seeking a Territory Account Executive for the Public Sector to drive profitable revenue through channel partners, primarily over the phone, in Germany.

You will manage opportunities, support partners, forecast, and maintain CRM data; the ideal candidate has early sales experience, fluent German, and a passion for cybersecurity.

Qualifications

• First years working experience in a sales environment.
• Experience in selling IT solutions.
• Proven track record of achieving and exceeding territory sales quotas.
• Familiarity with CRM/PRM and forecasting systems.
• Knowledge of territory characteristics and business environment.
• Knowledge of software channel ecosystems.
• Strong Negotiation skills.
• Strong Presentation skills.
• Strong Communication and Interpersonal skills.
• Excellent telephone selling skills.
• Ability to thrive in a team selling environment.
• Fluent German language skills (written and spoken).

Responsibilities

• Achieve bookings quota for all assigned accounts in a defined sector, 100 to 1,000 IT users.
• Support channel sales activities in the territory.
• Drive renewals with partners to retain accounts and revenue.
• Prioritize and support partner-generated opportunities.
• Manage opportunities to increase deal size and speed up buying.
• Engage customers to drive up deal value and close rates.
• Log activity to keep CRM/PRM data accurate and forecasting reliable.
• Maintain understanding of customer business to align Sophos solutions.
• Articulate Sophos value via partners to expand business.
• Forecast monthly/quarterly business.
• Attend partner sites to generate new opportunities.

Skills

Sales experience

IT solutions

CRM/PRM

Negotiation

Presentation

Communication

Telephone selling

Team selling

German language

Job description

Territory Account Executive - Public Sector (m/f/d)

Team: Public Sector

Location: Wiesbaden, Germany, Germany

Commitment: Permanent

Workplace Type: hybrid

About Us

Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.

Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.

Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

The Territory Account Executive is responsible for generating profitable revenue from sales to customers within the public sector area in Germany, by selling with and through channel partners, primarily over the phone.

What You Will Do:

• Achieve bookings quota for all assigned accounts between 100 to 1.000 IT users in a defined sector
• Support channel sales activities in assigned territory (level of involvement may vary based on partner type)
• Work with partners to drive renewals within the defined sector.Ensure successful customer retention for both number of accounts and revenue
• Prioritize and support partner-generated opportunities
• Manage all opportunities in the assigned sector to increase deal size and accelerate the buying process
• Engage end customer, as necessary, to drive up deal value and close rates
• Log all activity tomaintainaccuracy of CRM/PRM and forecasting systems
• Maintain a detailed understanding of customer’s business (pain points, priorities, business drivers, etc.) to appropriately align specific solutions to customer’s needs
• Work with partners to consistently articulate Sophos’ value proposition to customerin order tomaintainand expand Sophos’ business within assigned customer accounts
• Quoting of all non-NFR related inquiries of partners in assigned territory
• Responsible for forecasting monthly/quarterly business
• Attend partner sites to generate new business opportunities
• Substitution of colleagues within the sales team during holidays,illnessand transition time

What You Will Bring:

• First years working experience in a sales environment
• Experience in selling IT solutions
• Proven track record of achieving and exceeding territory sales quotas
• Familiarity with CRM/PRM and forecasting systems
• Knowledge of territory characteristics and business environment
• Knowledge of software channel ecosystems
• Strong Negotiation skills
• Strong Presentation skills
• Strong Communication and Interpersonal skills
• Excellent telephone selling skills
• Ability to thrive in a team selling environment
• Fluent German language skills (written and spoken)

What's Great About Sophos?

• Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.
• Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
• Employee-led diversity and inclusion networks that build community and provide education and advocacy
• Annual charity and fundraising initiatives and volunteer days for employees to support local communities
• Global employee sustainability initiatives to reduce our environmental footprint
• Global fitness and trivia competitions to keep our bodies and minds sharp
• Global wellbeing days for employees to relax and recharge
• Monthly wellbeing webinars and training to support employee health and wellbeing

Our Commitment To You

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.

Data Protection

If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos