Senior Enterprise Account Executive

About Us
Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.
 
Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.
 
Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

What You Will Do

• Consistently exceed sales quotas by acquiring new enterprise customers (New Logo Sales) and driving cross-selling and upselling opportunities within the existing customer base.


• Orchestrate the end-to-end customer engagement process, emphasizing long-term success and loyalty.


• Initiate and lead high-impact sales strategies and collaborative efforts with key partners.


• Develop and nurture executive-level relationships to secure customer commitment and satisfaction.


• Conduct strategic site visits to identify growth opportunities and enhance engagement.


• Maintain impeccable account and opportunity data within CRM systems for accurate forecasting.


• Deeply understand customer business dynamics to align and upsell SOPHOS solutions.


• Communicate SOPHOS’s value proposition effectively to retain and grow customer accounts.


• Adhere to and advocate for the SOPHOS Sales Methodology (MEDDPICC) as a framework for success.


• Engage in continuous learning and training to stay ahead of product developments and industry trends.


• Record all sales activities diligently to ensure Salesforce (CRM) system reflect current and accurate data.


• Collaborate with Sales Engineering , Channel, Customer Success, SDR, Renewal and Marketing for comprehensive support throughout the sales cycle.


• Provide valuable market insights and feedback to SOPHOS’s product and strategy teams.

Qualifications

• 7 years+ of proven track record in enterprise sales account management


• Understanding of the Cybersecurity market


• Strong strategic thinking and business acumen.


• Excellent communication and relationship-building skills.


• Ability to work independently and navigate complex sales cycles.


• Proficiency in Salesforce (CRM) and sales forecasting tools (CLARI).


• Hunter mindset


• Team player attitude

• Readiness for extensive travel to meet business needs.


• Capability to work remotely and manage a territory-based home office.

• English: fluent (spoken and written) (mandatory)


• French: fluent (spoken and written) (mandatory)

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