Commercial Account Executive

Melbourne, VIC, AU, 3128

Sales

Sophos Overview – Cybersecurity Evolved

As a worldwide leader in next-generation cybersecurity, Sophos protects nearly 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs – a global threat intelligence and data science team – Sophos’ cloud-native and AI-enhanced solutions secure endpoints (laptops, servers and mobile devices) and networks against evolving cybercriminal tactics and techniques, including automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more. The award-winning Sophos Central cloud-based platform integrates Sophos’ entire portfolio of best-of-breed products, from the Intercept X endpoint solution to the XG Firewall, into a single system called Synchronized Security. Sophos products are exclusively available through a global channel of more than 47,000 partners and Managed Service Providers (MSPs). Sophos also makes its innovative commercial technologies available to consumers via Sophos Home. The company is headquartered in Oxford, U.K., and is publicly traded on the London Stock Exchange under the symbol “SOPH.”

Job Purpose

 

As a member of the Victoria based Sophos sales team, you will manage the relationships with a group of high value Sophos customers and prospects to develop and maintain the Sophos business and exceed your sales targets. You will work closely with the Sales Engineering, Channel and Marketing team members as a valued team member of our Sophos business based in Boxhill, Melbourne.

 

Main Duties

 

  • Actively create and pursue leads and opportunities in the stated territory with the view to selling Sophos solutions to achieve and over-achieve agreed sales targets 
  • Qualify opportunities identified through research, internal sales teams, specific marketing campaigns, procured databases, reseller databases and incoming evaluations to determine the size, value, structure and business issues and make decision as to whether the opportunity should be pursued.
  • Manage renew, cross sell and new logo opportunities 
  • Build relationships with key customer stakeholders including C level customer representatives
  • Build relationships with key channel and partner organisations within your territory
  • Identify customer’s solution requirements and engage Sales Engineering, Marketing and Channel to provide support throughout the sales cycle
  • Dedicated weekly adherence and commitment to the Sophos CRM of choice (Salesforce) in line with the cadence according to Sophos management reporting and forecasting standard
  • Provide accurate sales forecast information at all times to sales management
  • Collaborate with the Sophos team and assist in development of other team members through coaching and when appropriate to up-skill other team members
  • Attend Corporate and marketing events to promote Sophos to existing and potential customers – limited travel is required from time to time to attend out of state events or internal sales training
  • Establish and maintain support mechanisms to make Sophos the easiest and preferred vendor to work with and actively remove barriers to that aim, driving a positive impact in customer satisfaction
  • In partnership with the existing teams, drive customer satisfaction and wherever possible additional business opportunities for Sophos

 

Skills & Experience

 

Essential:

 

  • Preferably Degree educated or equivalent
  • 5-10 years software/hardware sales – preferred
  • Cybersecurity domain knowledge – not mandatory but preferred
  • Influencing senior decision makers (C level)
  • Developing and executing against account and opportunity plans
  • Managing the whole sales process, including customer acquisition, development and retention
  • Account management of Sophos high value accounts
  • Accurate sales forecasting experience in a reseller-based business model.
  • Conflict handling and resolution
  • Selling into complex organisational structures including multiple level selling
  • Licensing and renewal dynamics
  • Creating and delivering presentations to C Level audiences

 

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 data protection policy which can be found here 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 reply to this or other emails from Sophos clearly stating your request, or follow the steps set out in the data protection 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.


Job Segment: Cloud, CRM, Technology

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