Senior Enterprise Account Executive (Michigan)

About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response. Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats. Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at Role Summary The Enterprise Account Executive is responsible for driving renewals, upselling, and cross selling within a portfolio of existing enterprise customers (1,001+ users). Acting as a trusted advisor, this role focuses on understanding customer business and security needs, influencing key stakeholders, and aligning Sophos solutions to maximize customer retention, expand adoption, and drive long-term account value through disciplined enterprise account management. The role operates in complex enterprise environments, requiring engagement with multiple stakeholders, coordination across internal teams and partners, and navigation of formal procurement and contracting processes. Success is driven by deep customer understanding, proactive planning, and the ability to identify and close expansion opportunities while ensuring timely and successful renewals. This role is ideal for enterprise sellers who excel at long‑term account ownership, consultative selling, and delivering sustained value within large, complex organizations.

What You Will Do

• Account Ownership & Retention

  • Own and manage a portfolio of existing enterprise customer accounts

  • Drive timely and successful contract renewals through proactive customer engagement

  • Build and maintain strong relationships with business, technical, and executive stakeholders, including IT and security leadership

  Expansion, Upsell & Cross-Sell

  • Identify, develop, and close upsell and cross‑sell opportunities within existing enterprise accounts

  • Create and execute strategic account plans focused on retention, expansion, and long‑term growth

  • Position additional Sophos solutions based on evolving customer security needs, priorities, and roadmap alignment

  Enterprise Account Execution

  • Navigate multi‑stakeholder buying environments within existing customers

  • Partner closely with Sales Engineering to support solution positioning, demonstrations, and technical validations

  • Manage renewal and expansion opportunities through formal procurement and contracting processes when applicable

  Partner & Internal Collaboration

  • Collaborate closely with channel partners and system integrators to support renewals and expansion motions

  • Coordinate internal resources across Sales Engineering, Customer Success, Support, Product, and Leadership teams

  • Maintain clear ownership and accountability for account outcomes, even in partner‑involved sales motions

  Pipeline & Forecast Management

  • Build and maintain accurate renewal and expansion forecasts

  • Accurately track account activity and opportunities and maintain CRM data integrity

  • Deliver predictable outcomes through strong execution, planning, and operational rigor

What You Will Bring

• Required

  • 6+ experience managing and growing enterprise customer accounts
  • Demonstrated success driving renewals and expansion within existing customers
  • Excellent relationship building and consultative selling skills.
  • Strong consultative selling, negotiation, and relationship-building skills
  • Ability to align customer needs to solution value over time

  Preferred

  • Experience selling cybersecurity, SaaS, or enterprise technology solutions
  • Experience managing enterprise renewals involving procurement and contracting
  • Experience collaborating with channel partners and sales engineers in enterprise environments

  Measures of Success

  • Customer retention and renewal performance
  • Upsell and cross-sell expansion within existing enterprise accounts
  • Strength and progression of account growth pipeline
  • Forecast accuracy and execution discipline
  • Customer satisfaction and long-term account health