The Role
Quota-carrying territory sales role responsible for creating and managing opportunities, driving new customer adoption and renewals, building C-level and partner relationships, qualifying opportunities, coordinating presales and channel resources, maintaining Salesforce CRM, and traveling to customer and partner sites.
Summary Generated by Built In
About Us
Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.
Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.
Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.
Role Summary
As a Territory Account Executive for the Mid-Market Enterprise, you will create and manage sales opportunities with Sophos prospects and existing customers to meet and exceed your individual contributor sales quota. You will work closely with presales security engineering resources, product teams, inside sales representatives, and our network of channel partner resellers to maximize Sophos' business in your territory.
What You Will Do
- Actively create and pursue leads and opportunities in the stated territory
- Drive new customer adoption, cross sell opportunities, and high renewal rate through the in the territory.
- Build relationships with key customer stakeholders including C level customer representatives
- Build relationships with key channel and partner organizations within your territory
- Identify customer’s solution requirements and engage Sales Engineering, Marketing and Channel to provide support throughout the sales cycle
- Qualify opportunities identified through research, internal sales teams, specific marketing campaigns, procured databases, reseller databases and incoming evaluations to determine the size, value, structure and business issues and make decisions as to whether the opportunity should be pursued.
- Adherence to the Sophos CRM of choice (Salesforce) in line with the cadence set by Sophos management’s reporting and forecasting standard
- Maintain relationship with existing strategic partners and work with them to ensure business retention and develop business growth through cross sell and new business acquisition.
- Develop and maintain detailed knowledge of Sophos products, services and also that of Sophos competitors to a high standard.
What You Will Bring
- 5+ years of software/hardware prior sales experience.
- Proven ability to sell solutions/services and influence key decision-makers.
- Cybersecurity domain knowledge.
- Proven ability to plan and execute against account and opportunity campaigns
- Track record of quota achievement and demonstrated career stability
- Excellent presentation skills in a C-Level environment
- Competitive, Self-starter, Hunter-type mentality.
- Managing the whole sales process, including customer acquisition, development, and retention
- Building mutually beneficial business relationships selling in a 100% channel sales model
- Strong written and verbal communication skills, with an ability to influence and negotiate
- Quickly learns and adopts new approaches and techniques
- Strong multitasking skills with an ability to prioritize competing deadlines
- Ability to lead team members including pre-sales engineers, insides sales, & BDR/SDR members.
- Travel to customer and partner sites required
- Accurate forecasting utilizing Sophos business tools
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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. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.
· 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. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos
Skills Required
- 5+ years of software/hardware prior sales experience.
- Proven ability to sell solutions/services and influence key decision-makers.
- Cybersecurity domain knowledge.
- Proven ability to plan and execute against account and opportunity campaigns.
- Track record of quota achievement and demonstrated career stability.
- Excellent presentation skills in a C-Level environment.
- Competitive, self-starter, hunter-type mentality.
- Experience managing the whole sales process including acquisition, development, and retention.
- Experience selling in a 100% channel sales model and building partner relationships.
- Strong written and verbal communication, influence, and negotiation skills.
- Ability to quickly learn and adopt new approaches and techniques.
- Strong multitasking and prioritization skills.
- Ability to lead team members including pre-sales engineers, inside sales, and BDR/SDR members.
- Travel to customer and partner sites required.
- Adherence to Salesforce CRM and accurate forecasting using Sophos business tools.
- Deep knowledge of Sophos products and competitive landscape.
Sophos Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Sophos and has not been reviewed or approved by Sophos.
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Leave & Time Off Breadth — Time away is positioned as broad, with company-wide wellness days plus dedicated learning days and paid volunteer time.
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Parental & Family Support — Family-related leave appears more comprehensive than baseline offerings, including paid parental leave, caregiver leave, and extended bereavement leave.
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Wellbeing & Lifestyle Benefits — Wellbeing support is emphasized through always-available assistance resources and a Calm subscription, suggesting a lifestyle-oriented benefits approach.
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The Company
What We Do
Cybersecurity Evolved. As a worldwide leader in next-generation cybersecurity, Sophos protects nearly 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs – a global threat intelligence and data science team – Sophos’ cloud-native and AI-enhanced solutions secure endpoints (laptops, servers and mobile devices) and networks against evolving cybercriminal tactics and techniques, including automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.
