Role Summary
What You Will Do
- Generate Enterprise account sales pipeline, qualifying opportunities, and accurately forecasting pipeline.
- Manage the sales process through closure of the sale, continued development and retention.
- Achieving agreed quarterly sales goals, developing strong relationships with key buyers and influencers in Enterprise Accounts and leveraging these during the sales process.
- Execute a planned cadence of engagement with key strategic customers, with monthly or quarterly minimums, and put detailed strategic account plans in place where appropriate.
- Maintain a detailed understanding of strategic customer accounts’ business to align Sophos solutions to the customer’s desired cybersecurity and business outcomes.
- Negotiate terms of business with customers to achieve high levels of customer satisfaction and engagement, and high adoption of Sophos technology.
- Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.
- Work with Channel Sales team and partner community to create pipeline through indirect engagements.
What You Will Bring
- 3-5 years in a sales role working with decision-makers in large organizations with a proven track record of achieving and exceeding sales quotas.
- Understanding of the enterprise sales cycle, buyer personas and decision-making processes, and how to successfully navigate them.
- Ability to be seen as a trusted advisor to senior executives in large organizations and able to build strategic account plans.
- Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation and closing skills.
- Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage.
- Experience of selling through and with channel partners, and ability to thrive in a team selling environment.
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Ready to Join Us?
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
Our Commitment To You
Data Protection