Account Executive MDR

Req#: 6b220654-9110-4289-a275-b30b97318736Account Executive MDRVancouver, Canada / Sales – Field Sales / Permanent / Remote Apply for this job Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central – the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos has major hubs around the globe. More information is available at www.sophos.com Role Summary The Account Executive MDR drives new logo and customer MDR billings as highly skilled sales hunters, focused on our most strategic customer base, 500+, fulfilling through the channel. You will actively generate and pursue Managed Detection and Response (MDR) and cybersecurity-as-a-service prospects and leads to achieving sales quotas. We are looking for someone based in the Pacific Time Zone in Canada or the US.What You Will DoUncover new MDR opportunities, with new accounts and existing customers, qualifying opportunities, and accurately forecasting pipeline.Serve as MDR expert, brought in on strategic opportunities, to deliver MDR introductions and manage the sales process, delivering demos and full sales cycle support, through closing dealsWork closely with Enterprise, Territory Channel and Customer Success teams, and actively works with customers via Early Warning System and Rapid ResponseAchieve agreed quarterly sales goals, driving ~80% of business from the customer base, and ~20% from new customer acquisition.Develop strong relationships with key buyers and influencers in Enterprise Accounts and leverage these during the sales process.Negotiate terms of business with customers to achieve high levels of customer satisfaction and engagement, and high adoption of Sophos technology.Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.What You Will Bring3-5 years of MDR selling experience working with decision-makers in large organizations with a proven track record of achieving and exceeding sales quotas.Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of “Value Messaging” and “Challenger” methodologies is an advantage.Understanding of the enterprise sales cycle, buyer personas and decision-making processes, and how to successfully navigate them.Ability to be seen as a trusted advisor to senior executives in large organizations and able to build strategic account plans.Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation and closing skills.Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantageExperience of selling through and with channel partners, and ability to thrive in a team selling environmentApplicants in Colorado, California, Washington, and New York City may email TalentAcquisition@sophos.com for the up-to-date salary ranges for the position. #B2 #LI-FC2 #LI-Remote What's Great About Sophos? · Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit · Employee-led diversity and inclusion networks that build community and provide education and advocacy · Annual charity and fundraising initiatives and volunteer days for employees to support local communities · Global employee sustainability initiatives to reduce our environmental footprint · Global fitness and trivia competitions to keep our bodies and minds sharp · Global wellbeing days for employees to relax and recharge · Monthly wellbeing webinars and training to support employee health and wellbeing Our Commitment To You We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants that can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know. Data Protection If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos’ data protection practices, please contact dataprotection@sophos.com. Apply for this jobSophos Group plc is a British based security software and hardware company.NoticeTalentify is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.Talentify provides reasonable accommodations to qualified applicants with disabilities, including disabled veterans. Request assistance at accessibility@talentify.io or 407-000-0000.Federal law requires every new hire to complete Form I-9 and present proof of identity and U.S. work eligibility.An Automated Employment Decision Tool (AEDT) will score your job-related skills and responses. Bias-audit & data-use details: www.talentify.io/bias-audit-report . NYC applicants may request an alternative process or accommodation at aedt@talentify.io or 407-000-0000. #J-18808-Ljbffr