Territory Account Executive

**Role Summary**
- The Territory Account Executive (TAE) will manage an assigned territory in support of the Mid-Market segment selling directly to customers between 101-1000 users for a given territory, fulfilling through the channel.

In this role, you will actively generate and pursue leads and opportunities to achieve sales quotas. This includes creating, executing, and maintaining the territory account plan from prospecting to building and maintaining a constant revenue pipeline.

**What You Will Do**:

- Generate Mid-Market accounts sales pipeline, qualifying opportunities, and accurately forecasting pipeline.
- Consistently achieve and exceed sales goals/quotas.
- Manage the sales process through the closure of the sale, driving high renewal rates and cross-sell opportunities in the territory. Develop strong relationships with key buyers and influencers.
- Engage with customers regularly to understand their business pain points, priorities, and business drivers, to align Sophos solutions to customer’s desired outcomes.
- Work with the Channel Sales team and partner community to create a pipeline through indirect engagements.
- Collaborate with sales engineering and channel partners throughout the sales cycle to achieve high levels of customer satisfaction and high adoption of Sophos technology
- Establish, manage, and grow customer and partner relationships in assigned territory
- Ensure appropriate and accurate use of tools and systems to document each phase of the sales process
- Represent Sophos at trade shows, conferences, and industry events
- Manage and grow account base, build new logo pipeline, and execute cross-selling opportunities
- Appropriately map specific solutions to prospects' needs
- Own the use of Sophos quoting tools and the proposal creation process
- Build and maintain partner relationships with key partners in conjunction with the Channel Sales team
- Manage accurate forecasting for territory
- Leverage Zoom Info and other tools to target prospects
- Engage in continuous learning and personal development, including ongoing knowledge of industry, territory, target accounts, top/target partners, and competitive landscape
- Share best practices regarding tools, sales techniques, and opportunity management with team members
- Travel to onsite meetings with customers and partners may be a possibility

**What You Will Bring**:

- 2 years of technology or cybersecurity sales experience
- Business acumen with the ability to identify opportunities with the highest and most competitive payback for Sophos.
- A drive for results, even in the face of resistance or setbacks
- Ability to engage with others easily and use effective questioning and active listening to gather relevant information
- Outcome-based thinking with a focus on understanding desired outcomes and showing value for Sophos, partners, and customers
- Advanced presentation skills with an ability to deliver compelling value-driven presentations in person and via Zoom
- Proactive outbound calling and advanced sales skills
- Ability to manage a high volume of customers and resellers to achieve a sales target
- Strong written and verbal communication skills, with an ability to influence and negotiate
- Ability to learn quickly and adopt new approaches and techniques
- Strong multitasking skills with an ability to prioritize competing deadlines
- Strong teamwork and conflict-resolution skills
- A desire to win with the most Advanced Cybersecurity solutions stack in the market

**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