Senior Enterprise Account Manager

Sophos • Seattle, WA

3d • $110,500 - $184,500 • Remote

About The Position

The Enterprise Account Manager is responsible for driving renewals, upselling, and cross selling within a portfolio of existing enterprise customers (1,001+ users). Acting as a trusted advisor, this role focuses on understanding customer business and security needs, influencing key stakeholders, and aligning Sophos solutions to maximize customer retention, expand adoption, and drive long-term account value through disciplined enterprise account management.
The role operates in complex enterprise environments, requiring engagement with multiple stakeholders, coordination across internal teams and partners, and navigation of formal procurement and contracting processes. Success is driven by deep customer understanding, proactive planning, and the ability to identify and close expansion opportunities while ensuring timely and successful renewals.
This role is ideal for enterprise sellers who excel at long‑term account ownership, consultative selling, and delivering sustained value within large, complex organizations.

Requirements

• Experience managing and growing enterprise customer accounts
• Demonstrated success driving renewals and expansion within existing customers
• Excellent relationship building and consultative selling skills.
• Strong consultative selling, negotiation, and relationship-building skills
• Ability to align customer needs to solution value over time

Nice To Haves

• Experience selling cybersecurity, SaaS, or enterprise technology solutions
• Experience managing enterprise renewals involving procurement and contracting
• Experience collaborating with channel partners and sales engineers in enterprise environments

Responsibilities

• Account Ownership & Retention
• Own and manage a portfolio of existing enterprise customer accounts
• Drive timely and successful contract renewals through proactive customer engagement
• Build and maintain strong relationships with business, technical, and executive stakeholders, including IT and security leadership
• Expansion, Upsell & Cross-Sell
• Identify, develop, and close upsell and cross‑sell opportunities within existing enterprise accounts
• Create and execute strategic account plans focused on retention, expansion, and long‑term growth
• Position additional Sophos solutions based on evolving customer security needs, priorities, and roadmap alignment
• Enterprise Account Execution
• Navigate multi‑stakeholder buying environments within existing customers
• Partner closely with Sales Engineering to support solution positioning, demonstrations, and technical validations
• Manage renewal and expansion opportunities through formal procurement and contracting processes when applicable
• Partner & Internal Collaboration
• Collaborate closely with channel partners and system integrators to support renewals and expansion motions
• Coordinate internal resources across Sales Engineering, Customer Success, Support, Product, and Leadership teams
• Maintain clear ownership and accountability for account outcomes, even in partner‑involved sales motions
• Pipeline & Forecast Management
• Build and maintain accurate renewal and expansion forecasts
• Accurately track account activity and opportunities and maintain CRM data integrity
• Deliver predictable outcomes through strong execution, planning, and operational rigor

Benefits

• Sophos operates a remote-first working model, making remote work the primary option for most employees.
• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed