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Territory Account Executive
| Company | Sophos |
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| Location | Santa Clara, CA, USA |
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| Salary | $94500 – $157500 |
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| Type | Full-Time |
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| Degrees | |
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| Experience Level | Mid Level, Senior |
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Requirements
- 3+ years in a sales role working with end users or channel partners with a proven track record of achieving/exceeding quotas.
- Understanding of the mid-market business sales cycle, buyer personas, and decision-making processes.
- Exceptional opportunity discovery, deal qualification, value proposition, negotiation, and closing skills.
- Customer-centric orientation with the ability to build relationships via email, telephone, and in person.
- Solid technical acumen to explain technology benefits; strong cybersecurity knowledge an advantage.
- Experience selling through and with channel partners, the ability to thrive in a team selling environment.
- Excellent organizational skills with the ability to prioritize and manage multiple tasks simultaneously.
Responsibilities
- Run the full sales process from prospecting to closing, develop go-to-market strategies for new business, and maintain accurate forecasts through Clari.
- Drive adoption of Sophos solutions across mid-market accounts, conduct strategic reviews, and ensure successful customer experience.
- Strategize with channel teams and partners to drive net-new business, establish co-selling partnerships, and generate opportunities through partner referrals.
- Become an insider within the cybersecurity industry, master the Sophos platform, and articulate our value proposition against competitors in the Next-Generation Cybersecurity market.
- Work effectively with sales development, engineering, channel managers, and marketing teams to showcase our value while managing your territory like a CEO.
- Know and understand your business deeply to drive accurate forecasting, ensuring visibility and predictability of territory performance against targets.
- Responsible for generating and maintaining a healthy pipeline of new logo opportunities with a target ACV (Annual Contract Value) of the Mid-Market segment.
- Success in this role requires consistently building a pipeline of 3-4x quota, total ACV, deal progression velocity, and conversion rates from prospect to customer will be measured by pipeline metrics.
Preferred Qualifications
- Strong cybersecurity knowledge an advantage.
