Senior Territory Account Executive

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OtherTerritory Account Executive

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Quick Summary

Overview

About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services.

Technical Tools

segmentcybersecurityforecastingmachine-learning

About Us

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.

Role Summary

The Territory Account Executive (TAE) will manage an assigned territory supporting the Mid-Market & Enterprise segment, selling directly to customers from 250 users above for a given region, fulfilling through the channel. You will actively generate and pursue leads and opportunities to achieve sales quotas. You will create, execute, and maintain the territory account plan from prospecting to building and maintaining a constant revenue pipeline

Generate Mid-Market & Enterprise accounts sales pipeline, qualifying opportunities, and accurately forecasting pipeline.

Develop a strategy for the territory assigned.

Achieve agreed quarterly sales goals through management of the sales process to the closure of the sale, driving high renewal rate and cross-sell opportunities in the territory.

Engage with customers to understand their business pain points, priorities, and business drivers to align Sophos solutions to customer’s desired outcomes.

Work with the Channel Sales team and partner community to create a pipeline through indirect engagements.

Collaborate with sales engineering and channel partners throughout the sales cycle to achieve high levels of customer satisfaction and high adoption of Sophos technology.

2-3 years in a sales role working with end users or channel partners and a track record of achieving and exceeding sales quotas.

Understanding the mid-market business sales cycle, buyer personas, decision-making processes, and how to successfully navigate them.

Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation, and closing skills.

Customer-centric orientation with the ability to build relationships via email, telephone, and in person.

Solid technical understanding and ability to explain different technologies' benefits, strong cybersecurity knowledge an advantage.

Experience in selling through and with channel partners and ability to thrive in a team selling environment.

Excellent organizational skills and ability to prioritize and manage multiple tasks at once.