Job Description
Role Summary
The Public Sector Account Executive will manage an assigned territory, focusing on selling to Public Sector entities with fewer than 500 employees and fulfilling through the channel. Customer entities include K-12, Higher Education, State and Local Government, and Tribal Nations. You will actively generate and pursue leads and opportunities to achieve new business 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 strategic accounts sales pipeline, qualify opportunities, and accurately forecast pipeline.Achieve agreed quarterly sales goals through management of the sales process to closure of the sale, driving a high rate of new logo and cross-sell opportunities in the territory.Engage with customers to understand their business pain points, priorities, and business drivers, aligning Sophos solutions to customer’s desired outcomes.Work with the Channel Sales team and partner community to create pipeline through indirect engagements.Collaborate with sales engineering, sales development, and channel teams, channel partners, throughout the sales cycle to achieve high new revenue production.Identify, develop, and execute a territory plan and account strategies to close new business opportunities and expand revenue with customers across the assigned region.Scope, negotiate, and bring to closure agreements to exceed booking and revenue quota targets.Target and gain access to decision-makers in key prospect accounts in the assigned territory.Establish access and maintain existing relationships with key decision-makers (typically at the CIO and CSO level) in industry, partners, and enterprise customers to drive all pertinent issues related to sales strategy and goal attainment.Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com, Clari, 6sense, ZoomInfo, LinkedIn Sales Navigator, GovSpend, etc.Conduct thorough account reviews to identify upsell opportunities, leveraging existing relationships for growth.Create and execute targeted campaigns to drive new business and expand existing accounts.Consistently apply MEDDPICC frameworks to qualify and manage opportunities, ensuring efficient deal progression.
What You Will Bring
3+ years in a sales role working with end users or channel partners, with a track record of achieving and exceeding sales quotas.Strong understanding of Cybersecurity, SOCaaS, XDR, MDR, NDR, Network, Cloud, and SaaS technologies and competitive offerings in the marketplace.Significant and proven experience developing relationships with senior executives.Understanding of Public Sector contracts, procurement, and regulatory concerns and negotiating Business Associate Agreements is a plus.Demonstrated experience with target account selling, solution selling, and/or consultative sales techniques.Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation, and closing skills. Experience with Force Management’s ‘Command of the Message’ methodology is preferred, but not mandatory. Customer-centric orientation with the ability to build relationships via email, telephone, and in person.Solid technical acumen, able to explain the benefits of different technologies, with strong cybersecurity knowledge being an advantage.Experience 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.Ability to work remotely and willing to travel to industry events, demand-gen events, and face to face meetings with prospects and partners.Education and Skills:Strong communication (written and verbal) and presentation skills, both internally and externally.Ability to explain complicated concepts to a variety of audiences and skill levels.Strong problem-solving skills, ability to analyze complex problems and collaborate across an extended team to resolve. Self-motivated ability to work independently and as part of a team with cross-functional groups (e.g., Sales Engineers, Channel Team, Partners, Sales Development, Marketing etc.).
