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Senior Enterprise Account Executive (VA, KY, MD, MN, Pittsburgh)



Sales & Business Development
United States
Posted on Wednesday, June 21, 2023
Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central – the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos has major hubs around the globe. More information is available at
Role Summary
The Enterprise Account Executive will directly sell to and manage relationships with named end user accounts of 1001+ users, fulfilling through the channel. You will actively generate and pursue leads and opportunities to achieve sales quotas. With customers, you will create and implement strategic customer engagement plans focused on attaining enterprise-wide deployments of Sophos products and services.

What You Will Do

  • Generate Enterprise account sales pipeline, qualifying opportunities, and accurately forecasting pipeline.
  • Manage the sales process through closure of the sale, continued development and retention.
  • Achieving agreed quarterly sales goals, developing strong relationships with key buyers and influencers in Enterprise Accounts and leveraging these during the sales process.
  • Execute a planned cadence of engagement with key strategic customers, with monthly or quarterly minimums, and put detailed strategic account plans in place where appropriate.
  • Maintain a detailed understanding of strategic customer accounts’ business to align Sophos solutions to the customer’s desired cybersecurity and business outcomes.
  • Negotiate terms of business with customers to achieve high levels of customer satisfaction and engagement, and high adoption of Sophos technology.
  • Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.
  • Work with Channel Sales team and partner community to create pipeline through indirect engagements.

What You Will Bring

  • 3-5 years in a sales role working with decision-makers in large organizations with a proven track record of achieving and exceeding sales quotas.
  • Understanding of the enterprise sales cycle, buyer personas and decision-making processes, and how to successfully navigate them.
  • Ability to be seen as a trusted advisor to senior executives in large organizations and able to build strategic account plans.
  • Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation and closing skills.
  • Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage.
  • Experience of selling through and with channel partners, and ability to thrive in a team selling environment.
Applicants in Colorado, California, Washington, and New York City may email for the up-to-date salary ranges for the position.
What's Great About Sophos?
· 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 that 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