Senior Enterprise Account Executive

3 weeks ago

Old Toronto, Ontario, Canada Sophos Full time

About Sophos

Sophos is a global leader in advanced security solutions, dedicated to defeating cyberattacks and protecting organizations worldwide. Our innovative portfolio of endpoint, network, email, and cloud security technologies empowers businesses to defend against threats, including ransomware, phishing, and malware. With a strong presence in over 600,000 organizations and 100 million users, Sophos is a trusted partner for cybersecurity-as-a-service. Our Sophos Central management console and Sophos X-Ops threat intelligence unit provide a comprehensive cybersecurity ecosystem, leveraging open APIs for customers, partners, and developers. We offer fully managed security solutions and a security operations platform, allowing customers to manage their cybersecurity directly or supplement their in-house teams with our services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) globally, with headquarters in Oxford, U.K. Learn more at www.sophos.com.

Role Overview

As a Senior Enterprise Account Executive at Sophos, you will be responsible for selling directly to and managing relationships with named end-user accounts in the Pacific Northwest, leveraging our channel partners. Your key objectives will include generating and pursuing leads to meet sales quotas, collaborating closely with customers to develop and execute strategic engagement plans, and achieving enterprise-wide deployment of Sophos products and services.

Key Responsibilities

  • Generate Enterprise account sales pipeline, qualifying opportunities, and accurately forecasting pipeline.
  • Manage the sales process through the closure of the sale, continued development, and retention.
  • Achieve agreed quarterly sales goals, develop strong relationships with key buyers and influencers in Enterprise Accounts, and leverage these during the sales process.
  • Execute a planned cadence of engagement with key strategic customers, with monthly or quarterly minimums, and put detailed strategic account plans in place where appropriate.
  • Maintain a detailed understanding of strategic customer accounts' business to align Sophos solutions to the customer's desired cybersecurity and business outcomes.
  • 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.
  • Work with the Channel Sales team and partner community to create a pipeline through indirect engagements.

Requirements

  • 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.
  • 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.

What We Offer

Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Our people are our greatest asset, and we offer a comprehensive benefits package, including a competitive salary range of $128,500 to $214,000 in Canada, plus target sales commissions. We believe in the power of diverse perspectives to fuel innovation and encourage applicants from all backgrounds to apply. If you're passionate about cybersecurity and sales, we invite you to explore this opportunity and join our team.

Why Sophos?

  • We're a global leader in cybersecurity, dedicated to protecting organizations worldwide.
  • We offer a comprehensive portfolio of security solutions, empowering businesses to defend against threats.
  • We have a strong presence in over 600,000 organizations and 100 million users, making us a trusted partner for cybersecurity-as-a-service.
  • We operate a remote-first working model, offering flexibility and work-life balance.
  • We believe in the power of diverse perspectives to fuel innovation and encourage applicants from all backgrounds to apply.

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