Senior Territory Account Executive
2 weeks ago
Sophos is the world’s largest pure‑play Managed Detection and Response (MDR) provider, safeguarding more than 28,000 organizations. We deliver comprehensive security solutions through the Sophos Central platform, including endpoint, network, email, and cloud protection, and have expanded our portfolio with Secureworks’ advanced XDR/MDR, ITDR, and SIEM services. Role Summary As a Territory Account Executive for the Mid‑Market segment (251–2,500 employees), you will own the full sales cycle—from prospecting to closing—and collaborate with internal teams and channel partners to drive new and expansion business in your territory. What You Will Do Sales Execution : Run the full sales process, develop go‑to‑market strategies, and maintain accurate forecasts with Clari. Account Management : Drive adoption of Sophos solutions, conduct strategic reviews, and ensure a successful customer experience. Channel Collaboration : Work with channel teams and partners to create net‑new business, co‑sell, and generate partner referrals. Industry Expertise : Deepen knowledge of the cybersecurity market, master the Sophos platform, and articulate our value proposition against competitors. Cross‑Functional Leadership : Partner with sales development, engineering, channel managers, and marketing to showcase value while managing the territory like a CEO. Accurate Forecasting : Deliver detailed, data‑driven forecasts to ensure visibility and predictability of territory performance. Pipeline Building : Build and maintain a healthy pipeline of new logo opportunities, targeting a 3–4× quota in terms of ACV. What You Will Bring 3+ years in sales with end‑users or channel partners, consistently meeting or exceeding quotas. Deep understanding of the mid‑market sales cycle, buyer personas, and decision‑making processes. Exceptional opportunity discovery, deal qualification, value proposition, negotiation, and closing skills. Customer‑centric mindset and strong communication skills across email, phone, and in‑person interactions. Solid technical acumen to explain technology benefits; cybersecurity knowledge is an advantage. Experience selling through and with channel partners in a team‑selling environment. Excellent organizational skills, able to prioritize and manage multiple tasks. Location: Ontario. In Canada, the base salary for this role ranges from $100,500 to $167,500. In addition to base pay, you will earn commissions tied to sales targets and receive a comprehensive benefits package. EEO Statement We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. All applicants will be treated fairly and equally in accordance with the law, regardless of gender, sex, race, religion, age, disability, pregnancy, or sexual orientation. If you need accommodations in the recruitment process, please let us know. Data Protection Personal details you share with Sophos are held for 12 months in line with our Privacy Policy. If you wish to delete or update your information, follow the steps outlined in the policy. We may use artificial intelligence (AI) tools to support parts of the hiring process, but final hiring decisions are made by human recruiters. #J-18808-Ljbffr
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