Sophos

Senior Territory Account Executive

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Job Description

Role Summary
The Territory Account Executive (TAE) will manage an assigned territory supporting the Mid-Market & Enterprise segment, selling directly to customers from 250 users above for a given region, fulfilling through the channel. You will actively generate and pursue leads and opportunities to achieve sales quotas. You will create, execute, and maintain the territory account plan from prospecting to building and maintaining a constant revenue pipeline


What You Will Do
  • Generate Mid-Market & Enterprise accounts sales pipeline, qualifying opportunities, and accurately forecasting pipeline.
  • Develop a strategy for the territory assigned.
  • Achieve agreed quarterly sales goals through management of the sales process to the closure of the sale, driving high renewal rate and cross-sell opportunities in the territory.
  • Engage with customers to understand their business pain points, priorities, and business drivers to align Sophos solutions to customer’s desired outcomes.
  • Work with the Channel Sales team and partner community to create a pipeline through indirect engagements.
  • Collaborate with sales engineering and channel partners throughout the sales cycle to achieve high levels of customer satisfaction and high adoption of Sophos technology.

    • What You Will Bring
  • 2-3 years in a sales role working with end users or channel partners and a track record of achieving and exceeding sales quotas.
  • Understanding the mid-market business sales cycle, buyer personas, decision-making processes, and how to successfully navigate them.
  • Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation, and closing skills.
  • Customer-centric orientation with the ability to build relationships via email, telephone, and in person.
  • Solid technical understanding and ability to explain different technologies' benefits, strong cybersecurity knowledge an advantage.
  • Experience in selling through and with channel partners and ability to thrive in a team selling environment.
  • Excellent organizational skills and ability to prioritize and manage multiple tasks at once.

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