Role Summary
The Territory Account Executive (TAE) will manage an assigned territory in support of the Mid-Market segment selling directly to customers between 101–1000 users for a given territory, fulfilling through channel. You will actively generate and pursue leads and opportunities to achieve sales quotas. You will create, execute, and maintain the territory account plan from prospecting to building and maintaining a constant revenue pipeline.
What You Will Do
1. Generate Mid-Market accounts sales pipeline, qualifying opportunities, and accurately forecasting pipeline.
2. Achieve agreed quarterly sales goals.
3. Manage the sales process through closure of the sale, driving high renewal rate and cross-sell opportunities in territory. Develop strong relationships with key buyers and influencers.
4. Engage with customers regularly to understand their business pain points, priorities, business drivers, to align Sophos solutions to customer’s desired outcomes.
5. Work with Channel Sales team and partner community to create pipeline through indirect engagements.
6. Collaborate with sales engineering and channel partners throughout the sales cycle to achieve high levels of customer satisfaction and high adoption of Sophos technology.
What Will You Bring
7. Business acumen: Ability to identify opportunities with the highest and most competitive pay back for Sophos.
8. Drive for results: Pursues everything with a sense of urgency. Does not give up even in the face of resistance or setbacks.
9. Interpersonal skills: Engages easily and uses effective questioning and active listening to gather relevant information.
10. Outcome-based thinking: Focuses on understanding desired outcomes and showing value for Sophos, partners, and customers
11. Sales experience, confidence when interacting with customers/partners.
12. Experience working to sales targets/KPIs.
13. A genuine interest in IT/Cybersecurity market
14. Experience working in Public Sector sales, particularly Education is a strong advantage.
The position is hybrid and requires 3 days a week in the Sophos Manchester office. You will also need to be flexible for occasional travel to meet with customers and partners.#LI-Hybrid#LI-SK1#B1Ready 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.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. Please refer to the location details in our job postings for further information.· 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