Senior Territory Account Executive (GTA)

Sophos•Ontario, ON

10d•Remote

About The Position

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. As a Territory Account Executive for the Mid-Market, you will own the full business strategy, customer relationships, and revenue outcomes within the Mid-Market space. 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, marketing, overlay sales representatives, the Renewals team, and our network of channel partner resellers to maximize Sophos' business in your territory.

Requirements

3+ years in a sales role working with end users or channel partners, with a track record of achieving and exceeding sales quotas.
A strategic, ownership mindset, you think and act like a business owner, taking full accountability for territory performance.
A hunter mentality: you are energized by prospecting, opening new doors, and winning competitive deals in accounts where Sophos has no existing footprint.
Understanding of the mid-market business sales cycle, buyer personas, and decision-making processes, and how to successfully navigate them.
Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation, and closing skills.
Experience collaborating across internal teams including renewals, sales engineering, and inside sales to drive coordinated, customer-first outcomes.
Customer-centric orientation with the ability to build trusted relationships via email, telephone, and in person.
Solid technical acumen with the ability to articulate the value of different technologies; strong cybersecurity knowledge is a strong advantage.
Experience selling through and with channel partners, and the ability to thrive in a team-selling environment.
Excellent organizational skills with the ability to prioritize and manage multiple opportunities simultaneously.

Responsibilities

Own your territory like a business: develop and execute a strategic territory plan that drives new logo acquisition, customer expansion, and long-term revenue growth.
Generate Mid-Market accounts sales pipeline, qualifying opportunities, and accurately forecasting pipeline with a balanced view of new logo and expand business.
Achieve agreed quarterly sales goals through management of the sales process to closure, while driving high renewal rates and identifying cross-sell and upsell opportunities across your customer base.
Drive New business and prospect for your given territory.
Partner closely with the Renewals team to ensure a seamless customer experience at contract renewal, reduce churn risk, and identify expansion opportunities ahead of renewal cycles.
Engage with prospects and customers to understand their business pain points, priorities, and drivers, aligning Sophos solutions to customers' desired outcomes.
Work with the Channel Sales team and partner community to build pipeline through indirect engagements.
Collaborate with sales engineering and channel partners throughout the sales cycle to achieve high levels of customer satisfaction and strong adoption of Sophos technology.
Maintain accurate and up-to-date CRM hygiene to support forecasting, pipeline management, and territory reporting.