Senior Territory Account Executive (Southern California)

What You Will Do

Actively create and pursue leads and opportunities in the stated territory

Drive new customer adoption, cross sell opportunities, and high renewal rate through the in the territory.

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

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 decisions as to whether the opportunity should be pursued.

Adherence to the Sophos CRM of choice (Salesforce) in line with the cadence set by Sophos management’s reporting and forecasting standard

Maintain relationship with existing strategic partners and work with them to ensure business retention and develop business growth through cross sell and new business acquisition.

Develop and maintain detailed knowledge of Sophos products, services and also that of Sophos competitors to a high standard.

What You Will Bring

5+ years of software/hardware prior sales experience.

Proven ability to sell solutions/services and influence key decision-makers.

Cybersecurity domain knowledge.

Proven ability to plan and execute against account and opportunity campaigns

Track record of quota achievement and demonstrated career stability

Excellent presentation skills in a C-Level environment

Competitive, Self-starter, Hunter-type mentality.

Managing the whole sales process, including customer acquisition, development, and retention

Building mutually beneficial business relationships selling in a 100% channel sales model

Strong written and verbal communication skills, with an ability to influence and negotiate

Quickly learns and adopts new approaches and techniques

Strong multitasking skills with an ability to prioritize competing deadlines

Ability to lead team members including pre-sales engineers, insides sales, & BDR/SDR members.

Travel to customer and partner sites required

Accurate forecasting utilizing Sophos business tools