Enterprise Account Manager

1 month ago

Vancouver, British Columbia, Canada Sophos Full time
Role Summary

The Enterprise Account Manager will be responsible for selling and managing relationships with named end user accounts of 1001+ users, fulfilling through the channel. In this role, you will actively generate and pursue opportunities to achieve sales quotas, which includes creating and implementing strategic account plans, with customers, focused on attaining enterprise-wide deployments of Sophos products and services.

Key Responsibilities
  • Collaborate with and support Enterprise Account Executives with all sales activities for assigned territories, including planning and execution
  • Achieve bookings quota, new business, and product targets
  • Work with your Enterprise Sales Engineer, MDR Sales Specialist for complex MDR opportunities, and Customer Success for the most strategic accounts
  • Support Enterprise Account Executive on customer/prospect calls, including taking the lead on calls as needed
  • Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.
  • Collaborate with and leverage internal teams, as needed, to ensure customer satisfaction
  • Take the lead on administrative accounts needs, such as quoting, tech support escalations, professional services bookings, and customer licensing cases.
  • Manage accurate account information in CRM and forecasting systems
  • Collaborate with channel partners, and take individual initiative, in lead/pipeline generation of new opportunities within prospect and customer accounts
  • Manage the entire customer engagement process, from customer acquisition to development and retention
  • Maintain a detailed understanding of strategic customer accounts' business to align Sophos solutions to the customer's desired cybersecurity and business outcomes.
  • If needed, travel to your assigned territory to visit with customers, prospects, and partners.
Requirements
  • Strong knowledge in selling technology solutions, preferably at the Enterprise market level
  • Track record of developing and managing a pipeline of business
  • Strong strategic and tactical account planning
  • Proven track record of achieving and exceeding sales quotas
  • Business acumen with the ability to identify opportunities with the highest and most competitive pay back for Sophos
  • A drive for results, even in the face of resistance or setbacks
  • The ability to engage easily and use effective questioning and active listening to gather relevant information
  • Outcome-based thinking focused on understanding desired outcomes and showing value for Sophos, our partners, and our customers.
What We Offer

In Canada, the base salary for this role ranges from $73,000 to $122,000. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate's specific pay within this range will depend on various factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.

Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.

We believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.

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