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Inside Sales Senior Manager - Net New Logo/Pursuit Team

Manchester, GB

Sales

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 

The incumbent will lead and develop the team focused on selling net new logo Sophos business across UKI.  The team have a dedicated focus to sell into new accounts, developing their own leads and sales strategies together with Partner and Distributor channels. They will be required to hire individuals with the correct drive and mentality to succeed in demanding sales roles; manage and lead a team of entrepreneurial and self-motivated individuals capitalising on individual talent; and enabling and motivating continuous growth and opportunity mindsets.  Ultimately the individual and team are measures on how effective they deliver on goals by meeting net new logo personal targets by exceeding assigned individual and team targets

 

Responsibilities

 

  • Responsible for effectively hiring, developing, managing and motivating an effective sales team focused on selling Sophos into new logo accounts.
  • Act as a leader, setting the strategic vision and expectations for the team’s success and to be successful;
  • Define the team capabilities and competencies around a strategy that can delivery business opportunities for Sophos across territories and/or verticals in the relevant region.  
  • Strong analytical capabilities: able to capture current and moving data effectively to meet overall goal accomplishment and forecast pipeline activity.
  • Effective data analysis to support decision making and for reporting purposes, e.g. to establish trends, identify leading indicators for change and/or development needs.
  • Able to build and engaged effective partnerships internally and externally in the pursuit of the team meeting their overall goal
  • Manage the full sales employee life-cycle; from effective hiring, onboarding, communication, setting and managing goals, individual and team development, and recognition and reward
  • Managing the performance of the team – able to identify development needs versus underperformance and work with individuals to ensure they maximise on their success(es).
  • Manages individual and team performances effectively – in order to be successful, the team will likely be made up of a number of individuals with very different styles and approaches to achieve greatness (success); so the manager will need to be capable of managing different personality types and separating noise from voice.
  • Managing the employee life-cycle effectively; e.g. performance management, calibration exercises, training and development, annual reviews, succession planning, recruitment and change management.

 

 

 

Person Specification

 

  • 5+ years’ (or equivalent) relevant sales management experience and 2+ years’ proven track record of successfully leading net new pursuit teams, (ideally cyber security software)
  • Extensive experience in direct sales of software and services related products, with Enterprise/Large Corporate customers,
  • Experience selling software security solutions and cloud solutions is ideal.
  • Experience with selling with and through channel partners and related ecosystems - adept at multi-dimensional approaches to access net new business connections
  • A passion for direct selling, a genuine ' hunter ' mentality, which has resulted in success establishing new account relationships and exceeding quota accomplishment
  • Truly passionate about customer focus, being a trusted advisor and thrive in a dynamic sales organization
  • Experienced Solution Seller in technology sales.
  • A creative professional, understanding that one size does not fit all, and can build out true solutions to match the uniqueness of your customer.
  • Simplicity: can you make complex issues easy to understand, and influence as needed at multiple levels, to include the executive.

 

Key Competencies

 

  • Builds effective teams
    • Builds strong-identify teams that apply their diverse skills and perspectives to achieve common goals
  • Drives Vision and Purpose
    • Paints a compelling picture of the vision and strategy that motivates others to action
  • Communicates effectively
  • Resourceful
    • Securing and deploying resources effectively and efficiently
    • Applies knowledge of internal structures, processes, and culture to maximize results
  • Business Insight
    • Applies knowledge of the business and the marketplace to advance the team goals
  • Effective Sales Leadership
    • Drives team towards goals, targets and successful execution to meet agreed targets
    • Coaches for improved personal performance in others
    • Looks for high performance practices, in day to day working with team and individuals, e.g. solution-selling opportunities, checking pipeline rigor, etc.
    • Effective relations with Marketing, Channel and other business areas to support the mission
  • Drives results
    • Strong bottom-line orientation
    • Persists despite obstacles and setbacks
    • Strong negotiation skills and objection handling
    • Has a track record of exceeding goals successfully

 

 

 

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.


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