Sophos

Senior Enterprise Account Executive

Sophos

full-time

Posted on:

Location Type: Remote

Location: Australia

Visit company website

Explore more

✨ AI Apply
Apply

Job Level

Senior

Tech Stack

CloudCyber Security

About the role

  • Own executive relationships and accountability for strategic commercial enterprise accounts, ensuring growth, satisfaction, and long‑term partnership.
  • Acquire new logos through proactive prospecting and land-and-expand motions (cross-sell/upsell), aligned to customer outcomes and security roadmaps.
  • Engage multi-threaded buying centres (CIO/CISO, CTO, IT Ops, SecOps, Network, Cloud, Risk, and Procurement) to shape demand and build consensus.
  • Lead the end-to-end enterprise sales cycle - qualification, discovery and solutioning, business case/ROI, negotiation, and closure - coordinating pre-sales, product, marketing, customer success, and support.
  • Run rigorous account planning and ABM execution: whitespace analysis, stakeholder mapping, pursuit strategies, POCs/pilots with success criteria, and targeted campaigns to accelerate adoption.
  • Deliver quarterly revenue goals through disciplined pipeline creation and governance, CRM hygiene (Salesforce, Clari, Power BI), and high-accuracy forecasting.
  • Partner-led growth: collaborate with distributors, SIs, and key resellers on joint account plans, deal registration, demand generation, and field events; leverage hyperscaler/cloud marketplaces where applicable.
  • Drive commercial deal strategy: pricing and packaging, multi-year subscriptions and expansion that maximizes ARR and retention.
  • Territory coverage & in-country travel: execute field plans across Australia, maintaining a strong onsite presence with customers and partners.
  • Apply MEDDPICC methodology to manage complex enterprise deals, ensuring disciplined qualification, structured deal progression, executive alignment, and consistent participation in opportunity reviews with sales leadership.
  • Deal governance & risk management: identify blockers and dependencies in large opportunities and drive mitigation with sales leadership, finance, legal, and delivery teams.
  • Market, regulatory, and competitive intelligence: track sector trends (e.g., cloud adoption, SOC modernisation, data-protection expectations) and competitive moves; feed insights to product and marketing to sharpen positioning.
  • Champion customer success and referenceability via smooth handovers, adoption milestones, QBRs, measurable value realisation, and case studies/references.

Requirements

  • 10+ years of quota-carrying enterprise sales, with 5+ years selling to commercial enterprises (e.g., FSI, telco, energy, retail, healthcare, aviation, real estate, manufacturing, technology).
  • Proven record of closing complex, high-value cybersecurity or enterprise technology deals, including multi-year SaaS/subscription agreements.
  • Strong understanding of Australian enterprise buying processes: budget cycles, vendor onboarding, InfoSec/Legal reviews, DPAs/MSAs, procurement and preferred supplier frameworks.
  • Demonstrated success with strategic account planning, executive engagement across multiple decision makers, and value-based solution selling (ROI/TCO).
  • Expertise across cybersecurity domains: Managed Services, MDR/XDR, Endpoint (EPP), Firewall, Cloud Security, Zero-Trust architectures (plus comfort discussing SOC and incident response outcomes).
  • Proficiency with Salesforce, Clari, and Power BI for pipeline management and forecasting.
  • Outstanding communication, negotiation, and executive presentation skills.
  • Highly consultative, customer-value mindset with strong long-term relationship building.
  • Language: Fluency in English required.
Benefits
  • Willingness and ability to travel extensively across Australia for high-touch field engagement.
  • Channel fluency: experience working with distributors, leading SIs/MSSPs, and executing joint sales motions (including cloud marketplace-assisted transactions).
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
enterprise salesstrategic account planningvalue-based solution sellingcybersecurityManaged ServicesMDRXDRSaaSsubscription agreementspipeline management
Soft Skills
communicationnegotiationexecutive presentationcustomer-value mindsetrelationship buildingconsultative sellingexecutive engagementproblem-solvingcollaborationstrategic thinking