SMB Account Manager

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 The SMB Account Manager will manage inbound sub-100 business (1-100 users) driven by channel partners, assisting partners with quotes, renewals, deal registrations, licensing, and other sales-related activity.

What You Will Do

• Manage a funnel of inbound leads and prioritize responses based on service level agreements and exceed monthly quota for closing sales opportunities.
• Ensure quotes and other tasks are processed in a timely, efficient, and accurate manner, ensuring compliance with internal policies.
• Understand end-to-end processes across the deal flow process including roles and responsibilities of cross-functional support teams to quickly resolve issues.
• Update CRM (Salesforce.com) with conversations, competitive information, company size, decision-making criteria, and other pertinent information.
• Communicate effectively and efficiently with the customer partner and Sophos sales team progress on assigned tasks.
• Achieve of agreed quarterly sales goals and performance indicators for daily standards for a number of tasks handled and closed i.e. tickets, calls, emails, and other sales activities.
• Effectively communicate with Sophos prospects and customers using phone, email, LiveChat, SMS, and our Sales Engagement Platform (Outreach.io)

What You Will Bring

• Must be a strong communicator, both written and spoken, and demonstrate exceptional active listening skills.
• Collaborative style, with the ability to clearly communicate and articulate technical, operational, or policy issues up, down, and laterally.
• Proficient knowledge of Salesforce and CPQ, deal flow experience strongly preferred.
• Adept at learning new skills to maximize tools, processes, and infrastructure in pursuit of objectives
• Adapts approach and demeanor in real time to match the situation, picking up on situational cues and adapting in the moment.
• Thrives in a supportive, sales-focused environment and efficiency-minded team player, excited to work towards a common goal with global teams, from different cultures and backgrounds.