Internal Territory Account Manager

Milan, IT, 20125


Sophos Overview – Cybersecurity Evolved

Sophos evolves to meet every new challenge, protecting more than 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs, our cloud-native and AI-enhanced solutions are able to adapt and evolve to secure endpoints and networks against never-before-seen cybercriminal tactics and techniques. Managed through our award-winning, cloud-based platform, Sophos Central, our best-of-breed products work together through our unique Synchronized Security system to share threat intelligence and respond to evolving threats. The Sophos suite of products secures networks and endpoints against automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.


Job Purpose:

Responsible for generating profitable revenue from sales to new customers within assigned territory, by selling with and through channel partners, primarily over the phone.


Main Duties:

  • Develop opportunities at the phone and achieve bookings quota through billings generated on new mid enterprises (over 300 IT users), working in conjunction with the Marketing Department, the Channel Sales Team and the existing or new Partners into the assigned territory
  • Work with the Channel Account Executive of the assigned territory to deliver the opportunities generated towards the most appropriate Partner
  • Work with selected Partners of the assigned territory to share end users where to start new business development
  • Drive the whole sales cycle of the opportunity generated working in conjunction with the selected Channel Partner
  • 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
  • Responsible for forecasting monthly/quarterly business


Skills & Experience:

  • Secondary education
  • Minimum 2 years’ experience in a sales environment
  • Experience in selling IT solutions
  • Proven track record of achieving and exceeding territory sales quotas
  • Familiarity with CRM/PRM and forecasting systems
  • Knowledge of territory characteristics and business environment
  • Knowledge of software channel ecosystems
  • Strong Negotiation skills
  • Strong Presentation skills
  • Strong Communication and Interpersonal skills
  • Excellent telephone selling skills
  • Ability to thrive in a team selling environment


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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.