Senior Territory Account Executive (NJ/ PHL)

Sophos • Philadelphia, NJ

12d • $79,000 - $131,500 • Remote

About The Position

As a Territory Account Executive for the Mid-Market segment (251-2500 employees), you will be responsible for driving net-new, customer expansion business and managing the full sales cycle, from prospecting to closing, while also collaborating with internal teams and channel partners to achieve sales goals. You will create and manage sales opportunities with territory prospects and existing customers to meet and exceed your individual contributor sales quota, working closely with presales engineering resources, product teams, customer and renewal sales representatives, 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 proven track record of achieving/exceeding quotas
• Understanding of the mid-market business sales cycle, buyer personas, and decision-making processes
• Exceptional opportunity discovery, deal qualification, value proposition, negotiation, and closing skills
• Customer-centric orientation with ability to build relationships via email, telephone, and in person
• Solid technical acumen to explain technology benefits; strong cybersecurity knowledge an advantage
• Experience selling through and with channel partners, and ability to thrive in a team selling environment
• Excellent organizational skills with ability to prioritize and manage multiple tasks simultaneously

Responsibilities

• Sales Execution: Run the full sales process from prospecting to close, develop go-to-market strategies for new business, and maintain accurate forecasts through Clari.
• Account Management: Drive adoption of Sophos solutions across mid-market accounts, conduct strategic reviews, and ensure successful customer experience.
• Channel Collaboration: Strategize with channel teams and partners to drive net-new business, establish co-selling partnerships, and generate opportunities through partner referrals.
• Industry Expertise: Become an insider within the cybersecurity industry, master the Sophos platform, and articulate our value proposition against competitors in the Next-Generation Cybersecurity market.
• Cross-Functional Leadership: Work effectively with sales development, engineering, channel managers, and marketing teams to showcase our value while managing your territory like a CEO.
• Accurate Forecasting: Know and understand your business deeply to drive accurate forecasting, ensuring visibility and predictability of territory performance against targets.
• Pipeline Building Expectations: Responsible for generating and maintaining a healthy pipeline of new logo opportunities with a target ACV (Annual Contract Value) of the Mid-Market segment. Success in this role requires consistently building a pipeline of 3-4x quota. Pipeline metrics will be measured by total ACV, deal progression velocity, and conversion rates from prospect to customer.

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
• Number of Employees: 1,001-5,000 employees