VP Sales Engineering EMEA

UK Remote
Job Requisition Number:  UKSLS181

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:

  1. Lead the Sales Engineering function in EMEA, to provide commercially focussed technical expertise, advice and training in support of the (region/al) sales drives and targets.
  2. Evangelise and drive technical thought leadership within the EMEA markets specifically engaging staff, partners and customers
  3. Actively Engage and interact with Product Management and the office of the CTO to enhance interlock and alignment in EMEA


Main Duties:

  • Monitor and oversee all Product Portfolio Sales Engineering activity and provide input and contribution to channel and strategic account sales
  • Prioritise and allocate team resources to ensure the sales opportunities are resourced correctly and sales targets met or exceeded
  • Identify the technical training needs of each of the sales teams and ensure these are met using Sales Engineering, Product Management, Global Training and Human Resources.
  • Engender a culture that owns the responsibility for capturing customer feedback on products and completive positioning for the regional Sales team.
  • Own the feedback on regions sales product requirements and technical issues to both Product Management and Engineering, through both regular formal meetings and informal ad-hoc meetings.
  • Define the long-term strategic direction and the yearly plan for Sales Engineering EMEA, gaining input from the Core Leadership Team, Global Sales Engineering and VP Sales EMEA.
  • Act as the technical facilitator and contact on key accounts and deals identifying Sophos resources & Sales Engineering resources, to ensure that technical issues are identified and resolved.
  • Evangelist - represent Sophos as the product champion and technical expert at events and activities to support the regional Sales & Marketing Team, including delivering of presentations and acting as a product/technical spokesperson.
  • Establish and monitor KPIs for the regional Sales Engineering to give clarity on activity levels, impact, effectiveness, performance against targets
  • Build on and establish where Sales Engineering resources are best targeted in the sales cycle and sales opportunities, agreeing strategic opportunities with the Sales Management Team.
  • Identify, define and implement process and systems improvements that can improve the effectiveness of regional Sales Engineering drawing on all the resources available within the business.
  • Ensure that the Sales Engineering process improvements are embedded into the overall regional Sales processes, working with Sales Operation Management to understand the impact and enable this to happen
  • Manage the Sales Engineering budget, forecast and plan– identifying what is needed (staff, capital, training etc) and anticipated return on investment, in agreement with management.
  • Lead the EMEA sales engineering team, supporting both inside and field-based direct and channel sales teams, including group and individual performance and productivity; ensure that company/department strategy/goals/decisions are clearly understood
  • Ensure the appropriate mixture of skills and seniority of staff within group identify key performers and address poor performance; Identify the future needs of the group, succession planning and product coverage planning.
  • Conduct product and service portfolio market intelligence across EMEA, driving key market feedback into Product groups
  • Ability to manage East/West as well as North/South collaborating with Senior leaders across functional groups to influence and provide guidance on key initiatives
  • Develop and guide a ‘solution selling’ go to market strategy, and effectively generate adoption across the region
  • Work with Senior SE leadership counterparts across the globe to drive efficiencies, strategic continuity, and broad collaboration across theaters
  • Requires travel across EMEA for business related activities, and internationally for training and conferences


Organisational Responsibility

  • Plays an active role in the Region’s Sales Engineering community
  • Shares best practice and ideas with the Global Sales Engineering community
  • Dotted line reporting into Global SE leader


Skills and Experiences:

  • Successfully delivering sales revenue through technical sales or Sales Engineering
  • Operating in a complex software technology based organisation
  • Working large opportunities (EUR100K+), strategic sales process
  • Management – hiring, managing performance, reviews, budgeting and planning
  • Process development, collecting and refining metrics
  • Working with and supporting channel partners to help drive revenue
  • Presenting technical and product information to support sales activity
  • Working to, or exceeding, targets and KPIs
  • Influencing the direction of product or service strategies
  • >5years’ experience managing a technical team within a global sales environment
  • Ability to be hands-on, working directly with prospects and customers, handling technical requirements and configuration issues
  • Ability to build and lead a team, establishing and exceeding objectives
  • Excellent presentation, verbal and written communications skills
  • Ability to discuss and understand complex technologies, and how they interact with customer environments
  • Project Management
  • Communication – written, verbal & presentation


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 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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