Territory Account Executive

Role Summary:

The Territory Account Executive (TAE), will manage an assigned territory in support of the Mid-Market segment selling directly to customers between 101-1000 users for a given territory, fulfilling through channel. You will actively generate and pursue leads and opportunities to achieve sales quotas. You will create, execute, and maintain the territory account plan from prospecting to building and maintaining a constant revenue pipeline.

What you will do:

• Generate Mid-Market accounts sales pipeline, qualifying opportunities, and accurately forecasting pipeline.

• Achieve agreed quarterly sales goals.

• Manage the sales process through closure of the sale, driving high renewal rate and cross-sell opportunities in territory. Develop strong relationships with key buyers and influencers.

• Engage with customers regularly to understand their business pain points, priorities, business drivers, to align Sophos solutions to customer’s desired outcomes.

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

• Collaborate with sales engineering and channel partners throughout the sales cycle to achieve high levels of customer satisfaction and high adoption of Sophos technology.

What you will bring:

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

• Drive 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.

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

• Sales experience, confidence when interacting with customers/partners.

• Experience working to sales targets/KPIs in the IT/Cybersecurity market