Enterprise Account Executive - Poland

Date: 17-Nov-2021

Location: Krakow, PL, 30-552

Company: Sophos Ltd

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


Job Purpose: 

With a focus on mid to large enterprises in your region, you will be the representative of SOPHOS in the assigned territory of Poland. You will be responsible for generating business for SOPHOS solutions 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.


Main Duties:

  • Achieve bookings quota
  • Achieve new business and product targets
  • Manage the entire customer engagement process, from customer acquisition to development and retention
  • Lead opportunity identification and sales activities
  • Engage and enable joint selling with key channel partners
  • Collaborate with colleagues on channel planning
  • Manage and cultivate strong consultative relationships with business decision makers to ensure customer satisfaction
  • Proactively visit client sites in order to identify opportunities, increase deal value and close rates
  • Manage and ensure the accuracy of account information in CRM and forecasting systems
  • Maintain a detailed understanding of customer’s business (pain points, priorities, business drivers, etc.) to appropriately align Sophos solutions to customer’s needs
  • Consistently articulate Sophos’ value proposition to customers to maintain and expand Sophos’ business within assigned accounts
  • Adopt and use the SOPHOS Sales-Methodology
  • Continuously develop SOPHOS-solution knowledge and regularly attend internal training offerings
  • Log all activity to maintain accuracy of CRM/PRM and forecasting systems
  • Identify requirements and engage Sales Engineering and Marketing to provide support throughout the sales cycle and beyond
  • Articulate product and sales strategy feedback from the market to relevant groups within Sophos


Experience and Skills:

  • In depth experience of selling technology solutions, primarily at the enterprise level
  • Experience selling security solutions
  • Proven track record of achieving and exceeding sales quotas
  • Knowledge of formal sales methodologies including opportunity planning
  • Good Knowledge of the target market and its dynamics
  • Knowledge of licensing and renewal dynamics
  • Experience with complex organisational structures and its dynamics, including multiple level selling, also to senior decision makers (C level) in major accounts
  • Good knowledge of Sales Processes including acquisition, development and retention
  • Strategic and tactical account planning
  • Ability to sell through and with channel partners and distribution
  • Knowledge of security software industry, including competitors, market needs and trends
  • Familiarity with CRM/PRM and forecasting systems
  • Broad business background, including knowledge of basic financial, marketing and selling concepts
  • Strong Negotiation skills
  • Strong Presentation skills
  • Strong Communication and Interpersonal skills
  • Ability to thrive in a team selling environment


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.