senior enterprise Account ExecutiveSophos

Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today's most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central - the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos has major hubs around the globe. More information is available at
Role Summary
As a Senior Enterprise Account Executive for new business you will manage the relationship with a group of high value customers (greater than 500 users) and prospects in the Philippines in order to develop and maintain Sophos solutions and exceed sales targets.
What You Will Do
Conduct research to identify opportunities in the target market to acquire and develop customers
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 decision as to whether the opportunity should be pursued.
Solicit information and overcome objections to enable contact to be made with key decision makers
Call on opportunities (to include cold calling) to enable activity rates of client facing appointments
Meet with customer keypersons to identify threats and sell Sophos solutions
Identify requirements and engage Sales Engineering, Marketing and Channel Sales to provide support throughout the sales cycle
Provide win-loss analysis and recommendations on key opportunities to Enterprise Sales Manager for escalation to the Senior Management team.
Ensure all activity is logged and accurately updated in internal CRM system and the other management tools
Provide accurate sales forecast information (within 10% of actual) to the sales leaders in line with the monthly forecast cycle.
Regularly identify opportunities for the team to improve efficiency
Assist in development of other team members through coaching when appropriate to up-skill the team
Initiate marketing activities to develop Sophos business to potential customers
Establish and maintain support mechanisms to make Sophos the easiest and preferred vendor to work with and actively remove barriers to that aim, driving a positive impact in customer satisfaction
In partnership with the Existing Accounts team, drive customer satisfaction and additional business opportunities for Sophos
What You Will Bring
Essential
Preferably Degree educated or equivalent
Customer sales in a commercial IT environment
Influencing senior decision makers
Developing and executing against account and opportunity plans
Managing the whole sales process, including customer acquisition, development and retention
Account management of high value accounts (1000 seats upwards)
Accurate sales forecasting experience in a reseller based business model.
Conflict handling and resolution
Selling into complex organisational structures including multiple level selling
Licensing and renewal dynamics
Creating and delivering presentations to senior level audiences
What's Great About Sophos?
Our people are what makes Sophos special - we demonstrate shared vision, talent, innovation, and creativity, all of which are accompanied by a great sense of fun and team spirit.
Employee-led diversity and inclusion groups that build community within Sophos and provide internal education and advocacy (eg. Sophos Women in Tech group to improve gender parity, encourage gender-balanced leadership, and support career progression at Sophos)
Sophos Environment Network and employee challenges to contribute to sustainability and reduce our environmental footprint
Annual commitment to charity and fundraising across our global sites and volunteer days for employees to give back to local communities
Global trivia competitions to keep our minds sharp
Global Mental Health days off work for all Sophos to help employees relax and recharge
Monthly employee wellbeing webinars and training to support employee health and wellbeing
Employee rewards and thanks, such as our free annual subscription to Calm
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 that 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 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 describing your individual rights. If you have any questions about Sophos' data protection practices, please contact [Protected Info].
Sophos

Makati City, Metro Manila
Permanent
Full-time