Senior Territory Account Executive (Southern California)

Sophos • California, CA

2d • Remote

About The Position

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.

Requirements

• 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.
• 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
• Applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.

Nice To Haves

• AI tools may be used to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information.

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 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.
• Managing the whole sales process, including customer acquisition, development, and retention
• Accurate forecasting utilizing Sophos business tools

Benefits

• 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: Senior
• Education Level: No Education Listed