MTR Sales Specialist

Sydney, NSW, AU, 2040


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


The MTR Sales Specialist is a business development subject matter expert responsible for developing and executing a GTM MTR plan for sales to exceed the business goals working cross-functionally and spearheading the GTM motion including with external and internal partnerships. The position reports directly to the Enterprise Sales Manager, ANZ.


The MTR Sales Specialist will work with the global MTR team and the ANZ/APJ leadership team to define and customize the MTR sales strategy and programs to maximise our business via the partner ecosystem in the region, including direct influence to Enterprise customers.


Main Duties


MTR GTM Strategy

  • In collaboration with global BU/MTR Team plus ANZ/APJ leadership, develop a one and three year business plan for MTR success
  • Identify and develop new partnerships, routes-to-market and influence channels for developing MTR momentum in the region 
  • Individually target and engage new logo prospects directly plus in collaboration with the sales teams and partner ecosystem.


MTR Sales Programs

  • Define, implement and execute direct and channel-led MTR sales program in collaboration with the field and other functional groups as required (includes direct, channel sales, SE, marketing initiatives and programs to develop pipeline)
  • Support and review in-region programs to assess ROI and potential replication of successful programs from global to implement across ANZ and APJ
  • Assess, review, and promote partner facing assets to ensure appropriate partner adoption of systems, tools, policies and processes
  • Represent APJ in MTR discussions, leveraging global best practices and ideas




Partner Enablement:

  • Collaborate closely with the training and enablement plus MTR team to optimise the training strategy for the partner community as well as the internal Sophos sales teams


MTR Operations

  • Collaborate with stakeholders to optimise MTR sales operations, removing unnecessary wasted cycles between the sales and the other MTR stakeholders.
  • Represent the local region MTR business customer success initiatives as required including attending report back and monthly operation MTR sessions.


Market Intelligence and Insights

  • Develop a deep knowledge of the MDR market landscape, core competitors and act as an advisor to the APJLT around the evolution of the MTR GTM


Other Assignments:

  • Participate in project and activities as required on an ad-hoc basis
  • Be a spokesperson to the market as appropriate for MTR




Skills & Experience



  • Education level at Undergraduate Degree preferred



  • 8-10 years of sales experience, either within an IT vendor or within an IT channel partner.
  • Proven successful channel sales track record
  • IT security industry experience required, security industry experience preferred
  • Sales Solution specialist experience preferred


Skills and Behaviour:

  • Ability to influence at an executive level both internally and with customers and partner executives.
  • Respected in the IT industry
  • Strong written and oral communication skills combined with strong inter-personal skills and experience working in a multi-cultural business environment
  • Self-motivated and directed, have strong follow-up skills and pay close attention to details. Ability to meet set deadlines
  • Ability to act at both a strategic level as well as strong in operational execution
  • Uncompromising ethics and integrity
  • Strongly aligned to Sophos culture and values


Other requirements:

  • Able to travel 30-50% of his/her time regionally plus globally periodically
  • Fluent in English
  • Sophos is an equal opportunity employer. Among 2 equally well suited candidates for the role, a female leader would be selected
  • Preferred Location: Ideally Sydney, other Australian major cities considered
  • Mobile phone management

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.

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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.