Sophos

Senior Enterprise Account Executive

Sophos

full-time

Posted on:

Origin:  • 🇮🇩 Indonesia

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Job Level

Senior

Tech Stack

CloudCyber Security

About the role

  • Role Summary: As a member of the Indonesia based Sophos sales team, you will manage the relationships with a group of high value Sophos customers and prospects to develop and maintain the Sophos business and exceed your sales targets. You will work closely with the Sales Engineering, Channel and Marketing team members.
  • Actively create and pursue leads and opportunities in the stated territory with the view to selling Sophos solutions to achieve and over-achieve agreed sales targets
  • Qualify opportunities identified through research, internal sales teams, specific marketing campaigns, procured databases, reseller databases and incoming evaluations to determine the size, value, structure and business issues and make decision as to whether the opportunity should be pursued
  • Manage renew, cross sell and new logo opportunities
  • Build relationships with key customer stakeholders including C level customer representatives
  • Build relationships with key channel and partner organizations within your territory
  • Identify customer’s solution requirements and engage Sales Engineering, Marketing and Channel to provide support throughout the sales cycle
  • Dedicated weekly adherence and commitment to the Sophos CRM of choice (Salesforce) in line with the cadence according to Sophos management reporting and forecasting standard
  • Provide accurate sales forecast information at all times to sales management
  • Collaborate with the Sophos team and assist in development of other team members through coaching and when appropriate to up-skill other team members
  • Attend Corporate and marketing events to promote Sophos to existing and potential customers – limited travel is required from time to time to attend out of state events or internal sales training
  • Establish and maintain support mechanisms to make Sophos the easiest and preferred vendor to work with and actively remove barriers to that aim, driving a positive impact in customer satisfaction
  • In partnership with the existing teams, drive customer satisfaction and wherever possible additional business opportunities for Sophos

Requirements

  • Preferably Degree educated or equivalent
  • 5-10 years software/hardware sales – preferred
  • Cybersecurity domain knowledge – not mandatory but preferred
  • Influencing senior decision makers (C level)
  • Developing and executing against account and opportunity plans
  • Managing the whole sales process, including customer acquisition, development and retention
  • Account management of Sophos high value accounts
  • Accurate sales forecasting experience in a reseller-based business model
  • Conflict handling and resolution
  • Selling into complex organizational structures including multiple level selling
  • Licensing and renewal dynamics
  • Creating and delivering presentations to C Level audiences