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Senior Account Executive @Sophos

[Hiring] Senior Account Executive @Sophos

Mar 29, 2025 - Sophos is hiring a remote Senior Account Executive. 💸 Salary: $114,500 to $190,500 base salary plus commissions. 📍Location: UK.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more.

Role Description

The Public Sector Senior Account Executive will manage an assigned territory, focusing on the 500+ employee segment, selling directly to Public Sector customers (including K-12, Higher Education, State and Local Government, and Tribal Nations) and fulfilling through the channel. You will actively generate and pursue leads and opportunities to achieve new business sales quotas. You will create, execute, and maintain the territory account plan from prospecting to building and maintaining a constant revenue pipeline.

  • 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 on 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.

Qualifications

  • 5+ 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.
  • Experience with 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.

Benefits

  • Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach.
  • 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.

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📍 Be aware of the location restriction for this remote position: UK
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Back to Remote jobs  >   Sales / Business
Senior Account Executive @Sophos
Sales / Business
Salary 💸 $114,500 to $190,500 base salary plus commissions
Remote Location
UK
Job Type unspecified
Posted Mar 29, 2025
Apply for this position Unlock 54,733 Remote Jobs
️
📍 Be aware of the location restriction for this remote position: UK
‼ Beware of scams! When applying for jobs, you should NEVER have to pay anything. Learn more.
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