Internal Business Development Representative - New Logo/Pursuit Team

Manchester, United Kingdom Office
Job Requisition Number:  UKSLS206

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


This high impact position has been created to help accelerate the growth of Sophos across the UK and Ireland, by proactively generating high value and strategically important new business opportunities from organizations with more than 500 employees.




Success in the role will be achieved by -


  1. Creating high value, well qualified Sales opportunities from Net New accounts
  2. Generating new pipeline, for high value products and services
  3. Securing Sales appointments with Senior Decision Makers
  4. Connecting with these decision makers, through varied channels and methods
  5. Capturing useful intelligence to drive future new business activity


To achieve this, the successful candidate will need to -


  • Reach and gain the attention of high-level prospects
  • Engage these senior prospects in credible and meaningful strategic conversations; be market and customer oriented
  • Show a deep interest in and curiosity to uncover the problems and possibilities facing these prospects. Then turn these into new sales opportunities
  • Deliver insights from which new (previously unseen by the prospect) high value sales opportunities can be created
  • Be creative and adept at using different channels and contact methods to connect with desired senior targets. Effective written, as well as verbal, sales skills. Is comfortable with use of Video
  • Be self-motivated, results orientated, and obsessed with over performing against their objectives and targets
  • Differentiate and articulate the strategic value attached to Sophos’ product portfolio
  • Gain commitment to the maximum number of onsite meetings
  • Be productive and work with energy, passion and pace.
  • Lead by example, help develop best practice and elevate standards for other lead generation specialists within Sophos
  • Capture and fully communicate all useful information relating to every new opportunity created
  • Build strong collaborative partnerships with those Sales teams they will be serving, and the Marketing colleagues that will be supporting the outbound effort
  • Make best use of the productivity tools provided




  • Has past experience in outbound/lead generation new business roles
  • Experience of the IT or IT Security Industry
  • Knowledge of CRM systems (current: Sales Force)




  • Ability to efficiently reach and engage senior contacts within prospect accounts through effective stakeholder management.
  • Ability to uncover and create new sales opportunities
  • Ability to present value based messaging
  • Ability to gain commitment to further actions (on site meetings/phone appointments)
  • Ability to resolve objections, remove blocks and manage stalls (things preventing opportunities from quickly being moved to next stage)
  • Ability to make effective use of CRM systems and other productivity tools




  • Positive
  • Proactive
  • Passionate
  • Persuasive
  • Productive
  • Persistent
  • Professional
  • Part of a collective
  • Open, honest and works with Integrity



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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