Commercial Growth Specialist

4 days ago


Vancouver, British Columbia, Canada Sophos Full time

About Sophos

Sophos, a global leader in cybersecurity solutions, has revolutionized the industry with its cutting-edge security services and innovative technologies. With the acquisition of Secureworks, we've strengthened our position as the largest pure-play Managed Detection and Response (MDR) provider, supporting over 28,000 organizations worldwide.

Our comprehensive portfolio includes industry-leading endpoint, network, email, and cloud security that seamlessly integrates and adapts to defend against cyber threats through our Sophos Central platform. We offer pioneering, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and comprehensive advisory services.

We collaborate with resellers, Managed Service Providers (MSPs), and Managed Security Service Providers (MSSPs) globally to deliver our solutions. Powered by threat intelligence from Sophos X-Ops and the Counter Threat Unit, we protect over 600,000 organizations from phishing, ransomware, data theft, and other cyber threats.

Job Overview

  • The Commercial Account Manager will be responsible for driving both inbound and outbound sales for small to medium-sized businesses (0-250 users), focusing on New Logo (NNL) acquisition and Upsell (CUT) opportunities.
  • This role involves executing sales strategies such as territory planning, pipeline management, account mapping, and partner development, while leveraging technical expertise to deliver impactful presentations, close deals, and foster growth.
  • This is a Hybrid role in Vancouver, Canada or Dallas, TX.

Key Responsibilities

  • Selling NNL (New Logo) / CUT (Upsell) Business
  • Deliver clear, compelling presentations about Sophos' portfolio to both end-users & partners.
  • Provide a high-level presentation of Sophos Central, emphasizing key features and benefits.
  • Achieve strong win rates in both New Logo and Upsell opportunities by successfully driving deals to closure.
  • Generate new outbound opportunities through tools like ZoomInfo and LinkedIn Navigator.
  • Conduct thorough account reviews to identify Upsell (CUT) opportunities, leveraging existing relationships for growth.
  • Create and execute targeted campaigns to drive new business and expand existing accounts.
  • Consistently apply MEDDPICC and BANT frameworks to qualify and manage opportunities, ensuring efficient deal progression.

Territory Planning

  • Identify and prioritize top customers and partners, focusing on both New Logo acquisition and Upsell opportunities.
  • Recognize and act on opportunities for growth, ensuring strategic alignment with business goals.
  • Analyze market trends, customer behavior, and historical data to develop tailored outreach strategies and maximize growth opportunities.
  • Continuously refine your approach by monitoring key performance indicators (KPIs) and adjusting tactics to meet evolving business goals.
  • Leverage a mix of outbound prospecting, account reviews, and targeted campaigns to ensure a steady pipeline of opportunities and achieve consistent sales performance.
  • Align territory efforts with broader company objectives and collaborate with cross-functional teams to support seamless execution and optimize results.

Benefits

  • Opportunity to work with a global leader in cybersecurity solutions.
  • Collaborative team environment with a focus on innovation and growth.
  • Competitive compensation package with opportunities for advancement.
  • Professional development opportunities through internal training programs and external certifications.


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