Senior Enterprise Account Executive Public Sector

Role Summary

As a Senior Enterprise Account Executive will sell to and manage relationships with named end user accounts within the UK Public Sector of 1001+ users, fulfilling through the channel. You will actively generate and pursue opportunities to achieve sales quotas. With customers you will create and implement strategic account plans focused on attaining enterprise-wide deployments of Sophos products and services.

This role will focus on UK Public Sector customers principally around the London and South of England but potentially across the UK

• Generate Enterprise account sales pipeline, qualifyingopportunities, and accurately forecasting pipeline fromcurrent and net new customers.

• Manage the sales process through closure of the sale, continued development and retention.

• Achieve agreed quarterly sales goals and develop strong relationships with key decision makers and influencersin Enterprise Accounts and leverage these during thesales process.

• Execute a planned cadence of engagement withkey strategic customers, with monthly or quarterlyminimums, and put detailed strategic account plans inplace where appropriate.

• Maintain a detailed understanding of strategic customer accounts’ business to align Sophos solutions tothe customer’s desired cybersecurity and business outcomes.

• Work with your Enterprise Sales Engineer, MDR Sales Specialist for complex MDR opportunities and Customer Success for the most strategic accounts.

• Negotiate terms of business with customers to achieve high levels of customer satisfaction and engagement,and high adoption of Sophos technology.

• Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFPResponses, and Statements of Work.

• Work with Channel Sales team and partner community to create pipeline through indirect engagements.

• Business acumen: Ability to identify opportunities withthe highest and most competitive pay back for Sophos.

• Drives for results: Pursues everything with a sense of urgency. Does not give up even in the face of resistance or setbacks.

• Interpersonal skills: Engages easily and uses effective questioning and active listening to gather relevant information. Excellent communication and relationship-building skills up to C-Level

• Outcome-based thinking: Focuses on understanding desired outcomes and showing value for Sophos, partners, and customers.

• Ability to work independently and navigate complex sales cycles

• A hunter mindset and proven track record of selling Cybersecurity solutions directly or through Partners

• Experience of selling into UK Public Sector including Local and Central Government with knowledge of Public Sector specific requirements highly advantageous

• Proficiency in Salesforce (CRM) and sales forecasting tools (CLARI)

Remote work is primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.

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 who 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.

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