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Inside Sales TAM - Public Sector (Education)

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 is headquartered in Oxford, U.K. More information is available at www.sophos.com.

 

Job Purpose  

As part our of strategic growth and investment in a newly established Inside Sales Hub we are seeking experienced Inside Sales Executives to join our team. This position is responsible for driving and supporting Inside Sales and Inside Renewals through teams of Channel Account Managers and Territory Account Managers.   

  

This sales and renewal team looks after the combined growth of:  

  

  • Direct Renewals Revenue through Partners  
  • Development of Net New Logos and Sales Revenue for new customers.   
  • X-sell and Upsell to existing customers and Partners, growing the existing customer account and partner base.  

 

Main Duties 

 

  • Achieve bookings quota for all assigned accounts and partners selling into Public Sector (Education, Health and Government) up to 3000 IT users. 
  • Support channel sales activities in assigned territory (level of involvement may vary based on partner type) 
  • Support channel planning process and forecasting for assigned territory accounts, in conjunction with Channel Account Executive 
  • Work with partners to drive renewals within assigned territory. 
  • Ensure successful customer retention for both number of accounts and revenue. 
  • Prioritize and support partner-generated opportunities. 
  • Manage all opportunities in the assigned territory to increase deal size and accelerate the buying process. 
  • Engage end customer, as necessary, to drive up deal value and close rates. 
  • Log all activity to maintain accuracy of CRM/PRM and forecasting systems. 
  • Maintain a detailed understanding of customer’s business (pain points, priorities, business drivers, etc.) to appropriately align specific solutions to customer’s needs. 
  • Work with partners to consistently articulate Sophos’ value proposition to customer to maintain and expand Sophos’ business within assigned customer accounts. 
  • Responsible for forecasting monthly/quarterly business.  
  • Attend partner sites to generate new business opportunities.  

 

Experiences & Skills

 

  • First working experience (or equivalent) in an inside sales environment; ideally with experience of Public Sector (ideally Education, Health and Government.) 
  • Experience in selling IT solutions (ideally cyber security software.) 
  • Proven track record of achieving and exceeding sales quotas. 
  • Experience with selling with and through channel partners and related ecosystems. 
  • Proven experience with CRM/PRM and forecasting systems. 

 

 

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.

If you choose to explore this 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 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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