Senior Territory Account Executive (Southern California)

Sophos; California; Hybrid; USD 83,000 - 138,000; Full time

Job summary

Sophos is seeking a Territory Account Executive for the Mid-Market Enterprise in the United States. You will create and manage sales opportunities, working with presales, product teams, and channel resellers to maximize Sophos' business in your territory.

You will drive adoption, cross-sell, and renewals, build relationships with customer stakeholders including C-levels, and collaborate with channel partners to win opportunities. Travel to customer sites is required.

Qualifications

• 5+ years of software/hardware sales experience.
• Cybersecurity domain knowledge.
• Proven track record meeting quota.
• Ability to present to C-level stakeholders.
• Experience selling through channel partnerships.
• Forecasting and use of CRM tools.
• Ability to lead cross-functional teams.
• Willingness to travel.

Responsibilities

• Actively create and pursue leads and opportunities in the stated territory.
• Drive new customer adoption, cross sell opportunities, and high renewal rate through the territory.
• Build relationships with key customer stakeholders including C-level representatives.
• Build relationships with key channel and partner organizations within your territory.
• Identify solution requirements and engage Sales Engineering, Marketing and Channel for support.
• Qualify opportunities to determine size, value, and next steps.
• Adhere to Sophos CRM (Salesforce) in line with reporting and forecasting standards.
• Maintain relationships with strategic partners to drive growth and retention.
• Develop knowledge of Sophos products and competitive landscape.

Skills

Software/hardware sales

Cybersecurity knowledge

Quota achievement

C-level communication

Channel sales

Forecasting

Team leadership

Multitasking

Travel readiness

Job description

Role Summary

As a Territory Account Executive for the Mid-Market Enterprise, you will create and manage sales opportunities with Sophos prospects and existing customers to meet and exceed your individual contributor sales quota. You will work closely with presales security engineering resources, product teams, inside sales representatives, and our network of channel partner resellers to maximize Sophos' business in your territory.

What You Will Do

• Actively create and pursue leads and opportunities in the stated territory
• Drive new customer adoption, cross sell opportunities, and high renewal rate through the in the territory.
• Build relationships with key customer stakeholders including C level customer representatives
• Build relationships with key channel and partner organizations within your territory
• Identify customer’s solution requirements and engage Sales Engineering, Marketing and Channel to provide support throughout the sales cycle
• Qualify opportunities identified through research, internal sales teams, specific marketing campaigns, procured databases, reseller databases and incoming evaluations to determine the size, value, structure and business issues and make decisions as to whether the opportunity should be pursued.
• Adherence to the Sophos CRM of choice (Salesforce) in line with the cadence set by Sophos management’s reporting and forecasting standard
• Maintain relationship with existing strategic partners and work with them to ensure business retention and develop business growth through cross sell and new business acquisition.
• Develop and maintain detailed knowledge of Sophos products, services and also that of Sophos competitors to a high standard.

What You Will Bring

• 5+ years of software/hardware prior sales experience.
• Proven ability to sell solutions/services and influence key decision-makers.
• Cybersecurity domain knowledge.
• Proven ability to plan and execute against account and opportunity campaigns
• Track record of quota achievement and demonstrated career stability
• Excellent presentation skills in a C-Level environment
• Competitive, Self-starter, Hunter-type mentality.
• Managing the whole sales process, including customer acquisition, development, and retention
• Building mutually beneficial business relationships selling in a 100% channel sales model
• Strong written and verbal communication skills, with an ability to influence and negotiate
• Quickly learns and adopts new approaches and techniques
• Strong multitasking skills with an ability to prioritize competing deadlines
• Ability to lead team members including pre-sales engineers, insides sales, & BDR/SDR members.
• Travel to customer and partner sites required
• Accurate forecasting utilizing Sophos business tools

In the United States, the base salary for this role ranges from $83,000 to $138,000. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.

What does remote mean at Sophos?

Sophos supports flexible ways of working, with many roles offered remotely and others working in a hybrid model. For remote roles, you may work remotely within the location specified in the job posting. Candidates must reside in and be authorized to work in that location. Our teams collaborate across locations and time zones, using technology to stay connected and deliver results.

Our Commitment To You

Sophos welcomes applicants with diverse experiences, perspectives, and backgrounds. We believe great ideas come from different ways of thinking, and we are committed to building a workplace where people can contribute, grow, and succeed.

We evaluate all candidates based on job-related skills, qualifications, and experience, and are committed to providing equal employment opportunities consistent with applicable laws and regulations.

If you require a reasonable accommodation during any stage of the recruitment process, please contact [e-mail]. Any information shared will be used only for the purpose of evaluating and providing the requested accommodation.