Senior Territory Account Executive (michigan)

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 Manager (TAM) 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. 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.
• 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

• 2-3 years in a sales role working with end users or channel partners and a track record of achieving and exceeding sales quotas.
• 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.