Job Description
Role Summary
As a Territory Account Executive for the Mid-Market segment (251-2500 employees), you will be responsible for driving net-new, customer expansion business and managing the full sales cycle, from prospecting to closing, while also collaborating with internal teams and channel partners to achieve sales goals. You will create and manage sales opportunities with territory prospects and existing customers to meet and exceed your individual contributor sales quota, working closely with presales engineering resources, product teams, customer and renewal sales representatives, and our network of channel partner resellers to maximize Sophos' business in your territory
What You Will Do
In this role, you will drive revenue growth through strategic prospecting, pipeline development, and effective sales execution while becoming a subject matter expert in Sophos cybersecurity solutions. You will foster strong relationships with mid-market customers and channel partners to achieve and exceed sales targets.Sales Execution: Run the full sales process from prospecting to closing, develop go-to-market strategies for new business, and maintain accurate forecasts through Clari.Account Management: Drive adoption of Sophos solutions across mid-market accounts, conduct strategic reviews, and ensure successful customer experience.Channel Collaboration: Strategize with channel teams and partners to drive net-new business, establish co-selling partnerships, and generate opportunities through partner referrals.Industry Expertise: Become an insider within the cybersecurity industry, master the Sophos platform, and articulate our value proposition against competitors in the Next-Generation Cybersecurity market.Cross-Functional Leadership: Work effectively with sales development, engineering, channel managers, and marketing teams to showcase our value while managing your territory like a CEO.Accurate Forecasting: Know and understand your business deeply to drive accurate forecasting, ensuring visibility and predictability of territory performance against targets.Pipeline Building Expectations: Responsible for generating and maintaining a healthy pipeline of new logo opportunities with a target ACV (Annual Contract Value) of the Mid-Market segment. Success in this role requires consistently building a pipeline of 3-4x quota. Total ACV, deal progression velocity, and conversion rates from prospect to customer will be measured by pipeline metrics.What You Will Bring
3+ years in a sales role working with end users or channel partners with a proven track record of achieving/exceeding quotas.Understanding of the mid-market business sales cycle, buyer personas, and decision-making processes.Exceptional opportunity discovery, deal qualification, value proposition, negotiation, and closing skills.Customer-centric orientation with the ability to build relationships via email, telephone, and in person.Solid technical acumen to explain technology benefits; strong cybersecurity knowledge an advantage.Experience selling through and with channel partners, the ability to thrive in a team selling environment.Excellent organizational skills with the ability to prioritize and manage multiple tasks simultaneously
