Senior Territory Account Manager (Net New Logo/Pursuit)

UK Remote
Job Requisition Number:  UKSLS192

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


Why Sophos Needs you:


We are growing at a rapid speed. Every technology company in the world has a responsibility to protect their IT, and there’s a whole world of innovative IT companies out there that need the help and guidance of Sophos a specialist in our field so we can help them protect their assets in an effective & efficient way.


This is great news for you, to do this we’re looking to expand our sales team.


Sophos is now seeking an experienced ‘Territory Account Manager’ for our pursuit team working within our net new logo team.

The successful candidate will design, plan and execute strategic pursuits to establish and develop new client relationships in their territory/vertical, to introduce Sophos products and services as the best security solutions for their needs.  


 What you’ll do with us: (not limited to):

  • Acquire net new customers by developing an active pipeline of new logo opportunities.
  • Design and execute both strategic and tactical initiatives to engage senior decision-makers within the target prospect list, working effectively with business partners with integrity and transparency.
  • Create and influence relationships within your prospects/customers at every level by effectively positioning Sophos technologies to achieve tangible business.
  • Effectively use financial metrics to meet your overall goal accomplishment and forecast your pipeline activity. 
  • Become an expert in your domain, develop appropriate technical expertise, understand your solutions and those of your competitors and how Sophos’ value proposition relates to customer and market needs.
  • Smartly explore multiple technology solutions and product offerings for our clients to gain the support and acceptance of their teams
  • Partner with essential teams (Product, Engineering, Sales Ops, Legal, and Others) and their leadership in developing winning value propositions and sales strategies for our clients
  • Deliver high-impact presentations and product demonstrations designed to showcase how Sophos strategy/solutions can provide value to partners, customers and their end-users. 
  • Build strong and fruitful networks; able to engage the right and relevant business stakeholders through powerful messaging and using multiple channels/media.
  • Partner with Sophos’ Partner network to maximize shared goals and opportunities to sell Sophos products into net new logo business 
  • Manage all opportunities in the assigned territory to increase deal size and accelerate the buying process.
  • Engage economic buyers effectively, to drive up deal value and close rates.
  • Maintain a detailed understanding of customer’s business (pain points, priorities, business drivers, etc.) to appropriately align specific solutions to customer’s needs.
  • Responsible for forecasting monthly/quarterly business within an acceptable tolerance.


 We would love it if you:

  • Typically, 3+ years’ (or equivalent) relevant sales experience and proven track record, (ideally cyber security software)
  • Extensive experience in direct sales of software and/or managed service products, with Mid/ Enterprise sized organizations, 
  • 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 thriving in a dynamic sales organization 
  • Experienced Solution Seller in technology sales with a working appreciation of opportunity qualification methods such as MEDDPIC and using a formal sales methodology.
  • 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, including the executive   


The Process:

  • You read the job ad and think, yes this is me, I’d like to find out more
  • Call with the Talent Acquisition, to see if there is a match 😊
  • Informal call with the Sales Manager, not to worry they’re super nice and it’s an extension of the call with TA. Understand what would make this a great role for you, what would make you great for Sophos? An open discussion about your career & personal development goals, and a chance to hear about our vision.
  • 360-degree Interview – a chance to really dive into the details of the role.
  • Decision                  


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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