Territory Account Executive - Eastern Europe

Achieve bookings quota & KPIs for all accounts in the assigned territory 

Generate new business, cross & upsell through cold calling & call outs, create action plan and consistently work and drive activities in your territory

Manage the entire customer engagement process, from customer requests coming through  channel partners to development and retention

Engage and enable joint selling with channel partners

Work closely with channel partners in order to work on their opportunites and requests and expand their customer base

Regularely interact with internal Channel Teams to plan, work and discuss Pipeline

Consistently articulate Sophos’ value proposition to customers in order to maintain and expand Sophos’ business within assigned customer accounts

Work on Sophos generated Leads & Opportunities meeting internal SLAs

Proactivley engage Sales Engineers in appropiate opportunities

Successfully implement our sales methodology ‘BaseLine Selling’ as well as MEDDPICC in your daily business calls with end customers & partners

Ensure Pipeline Management is accurate for the current and quarters ahead meeting internal SLAs

Participation at internal education and training programs

Maintain good knowledge of the IT security market & competition

Analyse territory performance based on Management key metrics and Business Planning Tool (e.g. activity planning, revenue, % un-renewed rate, pipeline, won/loss, product growth etc…)

Deliver quarterly business review to Management

Provide timely and accurate sales forecasts 

Log all activity to maintain accuracy of CRM and forecasting systems & meet internal SLAs

Handling of administrative tasks e.g. Quoting, CRM data cleaning

Willingness to travel and meet customers on site

Attend Sophos or Partner organised events

Substitution of colleagues within the sales team during holidays, illness and transition times

Orchestrate cross-functional internal teams, including Customer Success,Renewal Team, Sales Engineers, and Channel Team, to meet renewal rate KPIs and drive Expansion business