Business Development Executive, N.A. Cyber Risk Partnerships

US Remote
Job Requisition Number:  AMSLS275

Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central – the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos has major hubs around the globe. More information is available at www.sophos.com


Role Summary

The Senior Manager, North American Cyber Risk Partnerships is responsible for sourcing, developing, and growing relationships with our highest priority Law Firm and Cyber Insurance partners. Reporting directly to Senior Director, Global Cyber Risk Partnerships, this individual is a highly experienced sales & business development professional who can ensure the wide-ranging nature of Sophos’ value propositions stay front and center of the collective Cyber Risk ecosystem. This individual is experienced in selling to and through the myriad influencing parties in a Cyber Claim and knows exactly who to go to for what and where. They will serve as the referral delivery advocate across Sophos’ Rapid Response business, which requires establishing professional relationships with Sophos’ partners, end-users and internal stakeholders, as well as facilitating feedback and requirements across the broader Partner business. They will collaborate with functional and regional peers and leaders to ensure that critical information from strategic Law Firm and Cyber Insurance referral partners is being shared and goals are being met.


What You Will Do

  • Reporting to the Senior Director, Global Cyber Risk Partnerships, you will be responsible for building and maintaining a qualified pipeline of new Law Firm and Insurance Carrier referral and partnership opportunities
  • Understand and articulate the Sophos value proposition to stakeholders across the Cyber Risk ecosystem (pre-loss to claim to reimbursement)
  • Collaborate with the Sr. Director, Global Cyber Risk Partnerships, to develop a Strategic Account Plan for each high-value, new and existing relationship
  • Take ownership of and manage newly converted Law Firm and Insurance Carrier relationships, ensuring the successful implementation and execution of the Strategic Account Plan
  • Generate new and cultivate existing relationships with cybersecurity lawyers and insurance claims professionals to drive referral business for Sophos Rapid Response
  • Qualify new prospective Cyber Risk partnership opportunities
  • Create and deliver sales presentations, product demos, and proposals that address the specific needs of the prospective partner or referral source
  • Build strong internal relationships with Sophos’ Rapid Response team
  • Develop and maintain “expert-level” knowledge of the Cyber Insurance ecosystem, including market conditions, competitive landscape, and leadership changes
  • Use existing Sophos tools and resources to manage prospect/client communications, track activities, and maintain a crisp pipeline


What You Will Bring

  • 15+ years of successful enterprise sales/business development experience, across both tangible & intangible value propositions
  • 5+ years of experience in building and managing relationships with Cyber Insurance companies and Cybersecurity Law Firms
  • Excellent relationship building skills and the ability to establish trust and credibility across the C-Level Suite and multiple business lines
  • Hunter mentality – must be willing to make 25+ highly-crafted, well thought-out “calls” per day
  • Must be organized, yet highly adaptable and capable of adjusting to frequent change
  • Persistence, persistence, and more persistence
  • Must be a flexible, enthusiastic, and proactive self-starter
  • Selling into and/or managing executive-level relationships at Fortune 500 organizations preferred
  • Demonstrate exemplary written and oral communication skills
  • Must be proficient in Salesforce.com & MS Office


What’s Great About Sophos?

  • Our people are what makes Sophos special – we demonstrate shared vision, talent, innovation, and creativity, all of which are accompanied by a great sense of fun and team spirit.
  • Employee-led diversity and inclusion groups that build community within Sophos and provide internal education and advocacy (eg. Sophos Women in Tech group to improve gender parity, encourage gender-balanced leadership, and support career progression at Sophos)
  • Sophos Environment Network and employee challenges to contribute to sustainability and reduce our environmental footprint
  • Annual commitment to charity and fundraising across our global sites and volunteer days for employees to give back to local communities
  • Global trivia competitions to keep our minds sharp
  • Global Mental Health days off work for all Sophos to help employees relax and recharge
  • Monthly employee wellbeing webinars and training to support employee health and wellbeing
  • Employee rewards and thanks, such as our free annual subscription to Calm


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 that 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 opportunites 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 dataprotection@sophos.com.

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