Senior Territory Account Executive (Southern California)

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 As a Territory Account Executive for the Mid-Market Enterprise, you will create and manage sales opportunities with Sophos prospects and existing customers to meet and exceed your individual contributor sales quota. You will work closely with presales security engineering resources, product teams, inside sales representatives, and our network of channel partner resellers to maximize Sophos' business in your territory.

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