Account Executive Mdr

4 months ago

Vancouver, Canada Sophos Full time

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 Do
- Uncover 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 deals
- Work closely with Enterprise, Territory Channel and Customer Success teams, and actively works with customers via Early Warning System and Rapid Response
- Achieve agreed quarterly sales goals, driving ~80% of business from 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 Bring
- 3-5 years in a sales role 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 advantage
- Experience of selling through and with channel partners, and ability to thrive in a team selling environment

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

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