Public Sector Account Executive (East)

What You Will Do

• Generate strategic accounts sales pipeline, qualify opportunities, and accurately forecast pipeline.
• Achieve agreed quarterly sales goals through management of the sales process to closure of the sale, driving a high rate of new logo and cross-sell opportunities in the territory.
• Engage with customers to understand their business pain points, priorities, and business drivers, aligning Sophos solutions to customer’s desired outcomes.
• Work with the Channel Sales team and partner community to create pipeline through indirect engagements.
• Collaborate with sales engineering, sales development, and channel teams, channel partners, throughout the sales cycle to achieve high new revenue production.
• Identify, develop, and execute a territory plan and account strategies to close new business opportunities and expand revenue with customers across the assigned region.
• Scope, negotiate, and bring to closure agreements to exceed booking and revenue quota targets.
• Target and gain access to decision-makers in key prospect accounts in the assigned territory.
• Establish access and maintain existing relationships with key decision-makers (typically at the CIO and CSO level) in industry, partners, and enterprise customers to drive all pertinent issues related to sales strategy and goal attainment.
• Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com, Clari, 6sense, ZoomInfo, LinkedIn Sales Navigator, GovSpend, etc.
• Conduct thorough account reviews to identify upsell opportunities, leveraging existing relationships for growth.
• Create and execute targeted campaigns to drive new business and expand existing accounts.
• Consistently apply MEDDPICC frameworks to qualify and manage opportunities, ensuring efficient deal progression.

What You Will Bring

• 3+ years in a sales role working with end users or channel partners, with a track record of achieving and exceeding sales quotas.
• Strong understanding of Cybersecurity, SOCaaS, XDR, MDR, NDR, Network, Cloud, and SaaS technologies and competitive offerings in the marketplace.
• Significant and proven experience developing relationships with senior executives.
• Understanding of Public Sector contracts, procurement, and regulatory concerns and negotiating Business Associate Agreements is a plus.
• Demonstrated experience with target account selling, solution selling, and/or consultative sales techniques.
• Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation, and closing skills.  Experience with Force Management’s ‘Command of the Message’ methodology is preferred, but not mandatory.
• 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, with strong cybersecurity knowledge being an advantage.
• Experience 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.
• Ability to work remotely and willing to travel to industry events, demand-gen events, and face to face meetings with prospects and partners.
• Strong communication (written and verbal) and presentation skills, both internally and externally.
• Ability to explain complicated concepts to a variety of audiences and skill levels.
• Strong problem-solving skills, ability to analyze complex problems and collaborate across an extended team to resolve. 
• Self-motivated ability to work independently and as part of a team with cross-functional groups (e.g., Sales Engineers, Channel Team, Partners, Sales Development, Marketing etc.).