Senior Enterprise Account Executive

About the position

As a Senior Enterprise Account Executive, you will be responsible for selling directly to and managing relationships with named end user accounts with 2501+ users across North California, NV, and UT leveraging our channel partners. Your key objectives will include generating and pursuing leads to meet sales quotas. You will collaborate closely with customers to develop and execute strategic engagement plans aimed at achieving enterprise-wide deployment of Sophos products and services.

Responsibilities

• 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.
• Achieving agreed quarterly sales goals, developing strong relationships with key buyers and influencers in Enterprise Accounts and leveraging 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.

Requirements

• 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.

Benefits

• Remote-first working model with some roles requiring a hybrid approach.
• Employee-led diversity and inclusion networks.
• Annual charity and fundraising initiatives and volunteer days.
• Global employee sustainability initiatives.
• Global fitness and trivia competitions.
• Global wellbeing days for employees.
• Monthly wellbeing webinars and training.