Senior Enterprise Account Executive

Burlington, MA, US, 01803


Job Purpose


As a member of the Enterprise sales team, you will manage the relationships with a group of high value Sophos customers and prospects to develop and maintain the Sophos business and exceed your sales targets. You will work closely with the Sales Engineering and product teams to support some of the worlds largest organizations.


Main Duties


  • Actively create and pursue leads and opportunities in the stated territory with the view to selling Sophos solutions to achieve and over-achieve agreed sales targets 
  • 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 decision as to whether the opportunity should be pursued.
  • Manage renew, cross sell and new logo opportunities 
  • Build relationships with key customer stakeholders including C level customer representatives
  • Build relationships with key channel and partner organisations within your territory
  • Identify customer’s solution requirements and engage Sales Engineering, Marketing and Channel to provide support throughout the sales cycle
  • Dedicated weekly adherence and commitment to the Sophos CRM of choice (Salesforce) in line with the cadence according to Sophos management reporting and forecasting standard
  • Provide accurate sales forecast information at all times to sales management
  • Collaborate with the Sophos team and assist in development of other team members through coaching and when appropriate to up-skill other team members
  • Attend Corporate and marketing events to promote Sophos to existing and potential customers – limited travel is required from time to time to attend out of state events or internal sales training
  • Establish and maintain support mechanisms to make Sophos the easiest and preferred vendor to work with and actively remove barriers to that aim, driving a positive impact in customer satisfaction
  • In partnership with the existing teams, drive customer satisfaction and wherever possible additional business opportunities for Sophos


Skills & Experience




  • 5-10 years software/hardware sales
  • Cybersecurity domain knowledge
  • Influencing senior decision makers (C level)
  • Developing and executing against account and opportunity plans
  • Managing the whole sales process, including customer acquisition, development and retention
  • Account management of Sophos high value accounts
  • Accurate sales forecasting experience in a reseller-based business model.
  • Conflict handling and resolution
  • Selling into complex organisational structures including multiple level selling
  • Licensing and renewal dynamics
  • Creating and delivering presentations to C Level audiences
  • Preferably Degree educated or equivalent




Equal Opportunities

Sophos is committed to equality opportunity in all areas of its work. All qualified applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, marital status, race, religion, colour, age, disability or sexual orientation.

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At Sophos, we want every organization to be protected by innovative, next-generation IT security, even those who don't have a huge IT staff. We protect organizations of all sizes, all around the world by making enterprise-grade security that is simple to deploy, manage, and use. It is our passion, and something we are truly proud of.

Nearest Major Market: Boston

Job Segment: CRM, Technology