Senior Territory Account Executive @ Sophos

About Us

Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through the Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

The Senior Territory Account Executive (TAE) will manage the Quebec territory, supporting the Mid-Market segment and selling directly to customers with 101-1000 users. This role will also cover French-speaking customers within the territory, working closely with channel partners. Responsibilities include actively generating and pursuing leads, achieving sales quotas, and developing and maintaining the territory account plan from prospecting to maintaining a consistent revenue pipeline.

What You Will Do

Generate Mid-Market accounts sales pipeline, qualifying opportunities, and accurately forecasting pipeline.
Maintain a strong and regular field presence in your assigned territory
Consistently achieve and exceed sales goals and quotas by appropriately mapping specific solutions to prospects’ needs, managing accurate forecasting for assigned territory, growing your account base, building a new logo pipeline, driving high renewal rates, and executing cross-selling opportunities
Manage the entire sales process, ensuring appropriate and accurate use of tools and systems through each phase.
Develop strong relationships with key buyers and influencers by understanding and aligning Sophos solutions with their business pain points, priorities, drivers, and outcomes.
Build and maintain partner relationships, in conjunction with the Channel Sales team, and 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.
Represent Sophos at trade shows, conferences, and industry events.
Engage in continuous learning and development, including ongoing knowledge of industry, territory, target accounts, top/target partners, and competitive landscape.
Share best practices on tools, sales techniques, and opportunity management with team members.

What You Will Bring

5+ years in a sales role working with end users and channel partners with a track record of achieving and exceeding sales quotas. Field Sales experience preferred.
Fully bilingual (English/French) capabilities in spoken and written French language are a requirement of this role.
Demonstrated success navigating the mid-market sales cycle, buyer personas, and decision-making processes.
Ability to manage a high volume of contacts, build relationships, and engage with others easily.
Excellent communication and presentation skills with the ability to deliver compelling value-driven presentations in person and via Zoom.
Exceptional outbound prospecting, opportunity discovery, and deal qualification, value proposition presentation, negotiation, and closing skills.
Proficient cybersecurity knowledge, with the technical acumen to explain different technologies.
Experience selling through and with channel partners, and ability to thrive in a team selling environment.

In Canada, the base salary for this role ranges from $81,500 to $135,500. In addition to the base salary, there’s 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.

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Ready to Join Us?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don’t check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don’t let a checklist hold you back – we encourage you to apply.

What’s Great About Sophos?

· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.

· Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit

· Employee-led diversity and inclusion networks that build community and provide education and advocacy

· Annual charity and fundraising initiatives and volunteer days for employees to support local communities

· Global employee sustainability initiatives to reduce our environmental footprint

· Global fitness and trivia competitions to keep our bodies and minds sharp

· Global wellbeing days for employees to relax and recharge

· Monthly wellbeing webinars and training to support employee health and wellbeing

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 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.

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 Privacy Policy 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 Privacy Policy describing your individual rights. If you have any questions about Sophos’ data protection practices, please contact [email protected].

Senior Territory Account Executive

Bilingual English-French

Sophos

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