Territory Account Executive, Public Sector
Manchester, United Kingdom
Sales – Inside Sales /
Permanent /
Hybrid
Role Summary
The Public Sector Territory Account Executive (TAE) will manage an assigned territory in support of the Mid-Market segment selling directly to our Public Sector customers (Focus on Education but including NHS, Blue Light, Local Government & Housing) for a given territory, fulfilling through the channel. You will actively generate and pursue leads and opportunities to achieve sales quotas. You will create, execute, and maintain 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.
- Create and manage public tender processes, preparing, submitting and evaluating bids.
- Achieve agreed quarterly sales goals through management of the sales process to closure of the sale, driving high renewal rate and cross-sell opportunities in the territory.
- Engage with customers to understand their business pain points, priorities, and business drivers, to align Sophos solutions to customers’ 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.
What You Will Bring
- 4+ years in a sales role working with end users or channel partners and a track record of achieving and exceeding sales quotas within the Public Sector.
- Understanding of the mid-market business sales cycle, buyer personas, and decision-making processes, and how to successfully navigate them.
- Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation, and closing skills.
- Customer-centric orientation with the ability to build relationships via email, telephone, and in person.
- 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.
- Excellent organizational skills and ability to prioritize and manage multiple tasks at once.
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