Senior Enterprise Account Executive 1

Tokyo, JP, 106-6010


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


As an Enterprise Account Executive for new business you will manage the relationship with a group of high value customers (greater than 500 users) and prospects in Japan in order to develop and maintain Sophos Central solutions and exceed sales targets.


Main Duties


•    Conduct research to identify opportunities in the target market to acquire and develop customers
•    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.  
•    Solicit information and overcome objections to enable contact to be made with key decision makers
•    Call on opportunities (to include cold calling) to enable activity rates of six client facing appointments
•    Meet with customer keypersons to identify threats and sell Sophos solutions
•    Identify requirements and engage Sales Engineering, Marketing and Channel Sales to provide support throughout the sales cycle
•    Provide win-loss analysis and recommendations on key opportunities to Enterprise Sales Manager for escalation to the Senior Management team.
•    Ensure all activity is logged and accurately updated in internal CRM system and the other management tools
•    Provide accurate sales forecast information (within 10% of actual) to the sales leaders in line with the monthly forecast cycle.
•    Regularly identify opportunities for the team to improve efficiency
•    Assist in development of other team members through coaching when appropriate to up-skill the team
•    Attend Corporate marketing events to promote Sophos to existing and potential customers
•    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 Accounts team, drive customer satisfaction and additional business opportunities for Sophos

Skills & Experience



•    Preferably Degree educated or equivalent 
•    Customer sales in a commercial IT environment
•    Influencing senior decision makers
•    Developing and executing against account and opportunity plans
•    Managing the whole sales process, including customer acquisition, development and retention
•    Account management of high value accounts (1000 seats upwards)
•    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 senior 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 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.

Job Segment: CRM, Technology