Senior Enterprise Account Executive

About Us

Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through the 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 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

As a Senior Enterprise Account Executive, you will be responsible for selling directly to and managing relationships with named end user accounts with 1001+ users across North California and AZ leveraging our channel partners. Your key objectives will include generating and pursuing leads to meet sales quotas. You will collaborate closely with customers to develop and execute strategic engagement plans aimed at achieving enterprise-wide deployment of Sophos products and services.

What You Will Do

• Generate Enterprise account sales pipeline, qualifying opportunities, and accurately forecasting pipeline. 
• Manage the sales process through the closure of the sale, continued development, and retention. 
• Achieving agreed quarterly sales goals, developing strong relationships with key buyers and influencers in Enterprise Accounts and leveraging these during the sales process. 
• Execute a planned cadence of engagement with key strategic customers, with monthly or quarterly minimums, and put detailed strategic account plans in place where appropriate. 
• Maintain a detailed understanding of strategic customer accounts’ business to align Sophos solutions to the customer’s desired cybersecurity and business outcomes. 
• Negotiate terms of business with customers to achieve high levels of customer satisfaction and engagement, and high adoption of Sophos technology. 
• Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. 
• Work with the Channel Sales team and partner community to create a pipeline through indirect engagements. 

What You Will Bring

• 5+ years in a sales role working with decision-makers in large organizations with a proven track record of achieving and exceeding sales quotas. 
• Understanding of the enterprise sales cycle, buyer personas, and decision-making processes, and how to successfully navigate them. 
• Ability to be seen as a trusted advisor to senior executives in large organizations and able to build strategic account plans. 
• Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation, and closing skills.
• 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. 

In the United States, the base salary for this role ranges from $126,000 to $210,000. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.

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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 [email protected].