Inside Sales - Territory Account Executive (m/w/d)

About Us

Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through the Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

With a focus on MidMarket Accounts, you will be the Sophos Sales representative in an assigned territory. 

You will be responsible for generating business for Sophos with our partners, building and maintaining strong 

and sustainable relationships, managing customers and prospects in order to develop and maintain Sophos 

business and meet / exceed sales targets. 

What You Will Do

• Achieve bookings quota & KPIs for all accounts in the assigned territory (size of company may 
• vary before starting a new financial year)
• Achieve new business and product targets
• Manage the entire customer engagement process, from customer requests coming through 
• channel partners to development and retention 
• Engage and enable joint selling with channel partners 
• Work closely with channel partners in order to work on their opportunites and requests and 
• expand their customer base
• Regularely interact with internal Channel Teams to plan, work and discuss Pipeline
• Consistently articulate Sophos’ value proposition to customers in order to maintain and expand 
• Sophos’ business within assigned customer accounts
• Work on Sophos generated Leads & Opportunities meeting internal SLAs
• Proactivley engage Sales Engineers in appropiate opportunities 
• Successfully implement our sales methodology ‘BaseLine Selling’ as well as MEDDPICC in 
• your daily business calls with end customers & partners
• Ensure Pipeline Management is accurate for the current and quarters ahead meeting internal 
• SLAs
• Participation at internal education and training programs
• Maintain good knowledge of the IT security market & competition 
• Analyse territory performance based on Management key metrics and Business Planning Tool
• (e.g. activity planning, revenue, % un-renewed rate, pipeline, won/loss, product growth etc…)
• Deliver quarterly business review to Management
• Provide timely and accurate sales forecasts 
• Log all activity to maintain accuracy of CRM and forecasting systems & meet internal SLAs
• Handling of administrative tasks e.g. Quoting, CRM data cleaning
• Willingness to travel and meet customers on site 
• Attend Sophos or Partner organised events 
• Substitution of colleagues within the sales team during holidays, illness and transition times

What You Will Bring

• First Work experience in a similar sales role, preferably in sales environments
• Good knowledge of Sales Processes including acquisition, development and retention
• Preferably experience in selling IT solutions through channel partners
• Previous use of CRM / Forecasting system
• Previous use of CRM / Forecasting system
• Technical understanding 
• Strong structured working method 
• Strong communication skills – verbal and written
• Strong Negotiation skills
• Problem solving attitude
• Teamworking
• Strong Presentation skills
• Strong time management and organisational skills

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Ready to Join Us?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.

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

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know. 

Data Protection

If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos’ data protection practices, please contact [email protected].