Territory Account Executive (Inside Sales)

Vancouver, Canada
Sales – Inside Sales /
Permanent /
Hybrid
About Us
Sophos is a worldwide leader and innovator of advanced cybersecurity solutions, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies that help organizations defeat cyberattacks. As one of the largest pure-play cybersecurity providers, Sophos defends more than 500,000 organizations and more than 100 million users globally from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through its cloud-based Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed, turnkey security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com. 

Role Summary
The Territory Account Executive (TAE) is an Inside Sales position that 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
Applicants in British Columbia may email TalentAcquisition@sophos.com for the up-to-date salary ranges for the position.

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Ready to Join Us?
At Sophos, 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.

What's Great About Sophos?
·   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.
·   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 who 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
If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos.  If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights.  If you have any questions about Sophos’ data protection practices, please contact dataprotection@sophos.com.