Role Summary
As a Senior Territory Account Executive for the Mid-Market, you will own the full business strategy, customer relationships, and revenue outcomes within the Mid-Market space. 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, marketing, overlay sales representatives, the Renewals team, and our network of channel partner resellers to maximize Sophos' business in your territory.
This role requires the candidate to be in the Miami/Fort-Lauderdale market.
What You Will Do
- Own your territory like a business: develop and execute a strategic territory plan that drives new logo acquisition, customer expansion, and long-term revenue growth.
- Generate Mid-Market accounts sales pipeline, qualifying opportunities, and accurately forecasting pipeline with a balanced view of new logo and expand business.
- Achieve agreed quarterly sales goals through management of the sales process to closure, while driving high renewal rates and identifying cross-sell and upsell opportunities across your customer base.
- Drive New business and prospect for your given territory.
- Partner closely with the Renewals team to ensure a seamless customer experience at contract renewal, reduce churn risk, and identify expansion opportunities ahead of renewal cycles.
- Engage with prospects and customers to understand their business pain points, priorities, and drivers, aligning Sophos solutions to customers' desired outcomes.
- Work with the Channel Sales team and partner community to build pipeline through indirect engagements.
- Collaborate with sales engineering and channel partners throughout the sales cycle to achieve high levels of customer satisfaction and strong adoption of Sophos technology.
- Maintain accurate and up-to-date CRM hygiene to support forecasting, pipeline management, and territory reporting.
What You Will Bring
- 3+ years in a sales role working with end users or channel partners, with a track record of achieving and exceeding sales quotas.
- A strategic, ownership mindset, you think and act like a business owner, taking full accountability for territory performance.
- A hunter mentality: you are energized by prospecting, opening new doors, and winning competitive deals in accounts where Sophos has no existing footprint.
- Understanding of the mid-market business sales cycle, buyer personas, and decision-making processes, and how to successfully navigate them.
- Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation, and closing skills.
- Experience collaborating across internal teams including renewals, sales engineering, and inside sales to drive coordinated, customer-first outcomes.
- Customer-centric orientation with the ability to build trusted relationships via email, telephone, and in person.
- Solid technical acumen with the ability to articulate the value of different technologies; strong cybersecurity knowledge is a strong advantage.
- Experience selling through and with channel partners, and the ability to thrive in a team-selling environment.
- Excellent organizational skills with the ability to prioritize and manage multiple opportunities simultaneously.
In the United States, the base salary for this role ranges from $79,000 to $131,500. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.
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