Sophos
Overview
Senior Enterprise Account Executive Sophos is a global leader and innovator of advanced security solutions. The company acquired Secureworks in February 2025, bringing together two pioneers in cybersecurity. Sophos sells its solutions through reseller partners, MSPs and MSSPs worldwide, defending more than 600,000 organizations. This role focuses on selling directly to named end user accounts with 2501+ users in the Boston / NY area, leveraging channel partners. The objective is to generate and pursue leads to meet sales quotas and collaborate with customers to develop and execute strategic engagement plans aimed at enterprise-wide deployment of Sophos products and services.
What You Will Do
Generate Enterprise account sales pipeline, qualifying opportunities, and accurately forecasting pipeline.
Manage the sales process through the closure of the sale, continued development, and retention.
Achieve agreed quarterly sales goals, develop strong relationships with key buyers and influencers in Enterprise Accounts and leverage these during the sales process.
Execute a planned cadence of engagement with key strategic customers, with monthly or quarterly minimums, and put detailed strategic account plans in place where appropriate.
Maintain a detailed understanding of strategic customer accounts' business to align Sophos solutions to the customer's desired cybersecurity and business outcomes.
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 / RFP Responses, and Statements of Work.
Work with the Channel Sales team and partner community to create a pipeline through indirect engagements.
What You Will Bring
5+ years in a sales role working with decision-makers in large organizations with a proven track record of achieving and exceeding sales quotas.
Understanding of the enterprise sales cycle, buyer personas, and decision-making processes, and how to successfully navigate them.
Ability to be seen as a trusted advisor to senior executives in large organizations and able to build strategic account plans.
Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation, and closing skills.
Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage.
Experience of selling through and with channel partners, and ability to thrive in a team selling environment.
In the United States, the base salary for this role ranges from $126,000 to $210,000. In addition to the base salary, there is a component for target sales commissions alongside a comprehensive benefits package. A candidate's specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.
At Sophos, we believe in the power of diverse perspectives to fuel innovation. We encourage applicants from varied backgrounds and experiences to apply.
Working Model & Eligibility Sophos operates a remote-first working model. Some roles may require a hybrid approach. Applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.
Our people innovate and collaborate with a sense of fun and team spirit.
Diversity, Inclusion & Wellbeing We support employee-led diversity and inclusion networks, annual charity and volunteer initiatives, and global sustainability programs. We offer wellbeing days, monthly wellbeing webinars, and other resources to support employee health and wellbeing.
We are committed to equality of opportunity. All applicants will be treated fairly and in accordance with the law regardless of gender, sex, gender identity, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. If there are any adjustments we can make to support your recruitment and selection process, please let us know.
If you choose to share your CV or other personal details, Sophos will hold these details for 12 months in accordance with our Privacy Policy and may contact you regarding this or other opportunities. You can request deletion or updates to your information as described in our Privacy Policy.
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Senior Enterprise Account Executive Sophos is a global leader and innovator of advanced security solutions. The company acquired Secureworks in February 2025, bringing together two pioneers in cybersecurity. Sophos sells its solutions through reseller partners, MSPs and MSSPs worldwide, defending more than 600,000 organizations. This role focuses on selling directly to named end user accounts with 2501+ users in the Boston / NY area, leveraging channel partners. The objective is to generate and pursue leads to meet sales quotas and collaborate with customers to develop and execute strategic engagement plans aimed at enterprise-wide deployment of Sophos products and services.
What You Will Do
Generate Enterprise account sales pipeline, qualifying opportunities, and accurately forecasting pipeline.
Manage the sales process through the closure of the sale, continued development, and retention.
Achieve agreed quarterly sales goals, develop strong relationships with key buyers and influencers in Enterprise Accounts and leverage these during the sales process.
Execute a planned cadence of engagement with key strategic customers, with monthly or quarterly minimums, and put detailed strategic account plans in place where appropriate.
Maintain a detailed understanding of strategic customer accounts' business to align Sophos solutions to the customer's desired cybersecurity and business outcomes.
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 / RFP Responses, and Statements of Work.
Work with the Channel Sales team and partner community to create a pipeline through indirect engagements.
What You Will Bring
5+ years in a sales role working with decision-makers in large organizations with a proven track record of achieving and exceeding sales quotas.
Understanding of the enterprise sales cycle, buyer personas, and decision-making processes, and how to successfully navigate them.
Ability to be seen as a trusted advisor to senior executives in large organizations and able to build strategic account plans.
Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation, and closing skills.
Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage.
Experience of selling through and with channel partners, and ability to thrive in a team selling environment.
In the United States, the base salary for this role ranges from $126,000 to $210,000. In addition to the base salary, there is a component for target sales commissions alongside a comprehensive benefits package. A candidate's specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.
At Sophos, we believe in the power of diverse perspectives to fuel innovation. We encourage applicants from varied backgrounds and experiences to apply.
Working Model & Eligibility Sophos operates a remote-first working model. Some roles may require a hybrid approach. Applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.
Our people innovate and collaborate with a sense of fun and team spirit.
Diversity, Inclusion & Wellbeing We support employee-led diversity and inclusion networks, annual charity and volunteer initiatives, and global sustainability programs. We offer wellbeing days, monthly wellbeing webinars, and other resources to support employee health and wellbeing.
We are committed to equality of opportunity. All applicants will be treated fairly and in accordance with the law regardless of gender, sex, gender identity, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. If there are any adjustments we can make to support your recruitment and selection process, please let us know.
If you choose to share your CV or other personal details, Sophos will hold these details for 12 months in accordance with our Privacy Policy and may contact you regarding this or other opportunities. You can request deletion or updates to your information as described in our Privacy Policy.
#J-18808-Ljbffr