Senior Enterprise Account Executive

3 weeks ago

Vancouver, British Columbia, Canada Sophos Group Full time

About Sophos

Sophos is a global leader in advanced security solutions, dedicated to protecting organizations from cyber threats. With a comprehensive portfolio of endpoint, network, email, and cloud security technologies, Sophos defends over 600,000 organizations and 100 million users worldwide. As a trusted cybersecurity provider, Sophos offers a range of services, including Managed Detection and Response (MDR) and incident response, to help organizations stay ahead of emerging threats.

Role Overview

We are seeking a Senior Enterprise Account Executive to join our team. As a key member of our sales organization, you will be responsible for selling directly to and managing relationships with named end-user accounts in the Pacific Northwest. Your primary objective will be to generate and pursue leads to meet sales quotas, collaborating closely with customers to develop and execute strategic engagement plans aimed at 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

We offer a comprehensive benefits package, including a base salary range of $128,500 to $214,000, plus target sales commissions. Our remote-first working model allows for flexibility and work-life balance. We prioritize diversity, equity, and inclusion, and encourage applicants from diverse backgrounds to apply. If you're passionate about cybersecurity and sales, and want to join a dynamic team, we encourage you to apply.

About Our Culture

We're proud of our inclusive and diverse environment, and we're committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos. Our team is passionate about innovation, and we're always looking for talented individuals to join us.

How to Apply

If you're interested in this opportunity, please submit your application. We look forward to reviewing your qualifications and discussing this role further.

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