Territory Account Executive, Public Sector - Manchester, United Kingdom - Sophos

Description

Role Summary

The Public Sector Territory Account Executive (TAE) will manage an assigned territory in support of the Mid-Market segment selling directly to our Public Sector customers (Focus on Education but including NHS, Blue Light, Local Government & Housing) for a given territory, fulfilling through the channel. You will actively generate and pursue leads and opportunities to achieve sales quotas. You will create, execute, and maintain the territory account plan from prospecting to building and maintaining a constant revenue pipeline.

What You Will Do

Generate Mid-Market accounts sales pipeline, qualifying opportunities, and accurately forecasting pipeline.

Create and manage public tender processes, preparing, submitting and evaluating bids.

Achieve agreed quarterly sales goals through management of the sales process to closure of the sale, driving high renewal rate and cross-sell opportunities in the territory.

Engage with customers to understand their business pain points, priorities, and business drivers, to align Sophos solutions to customers' desired outcomes.

Work with the Channel Sales team and partner community to create a pipeline through indirect engagements.

Collaborate with sales engineering and channel partners throughout the sales cycle to achieve high levels of customer satisfaction and high adoption of Sophos technology.

What You Will Bring

4+ years in a sales role working with end users or channel partners and a track record of achieving and exceeding sales quotas within the Public Sector.

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.

Customer-centric orientation with the ability to build relationships via email, telephone, and in person.

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.

Excellent organizational skills and ability to prioritize and manage multiple tasks at once.

#LI-MS1#LI-Hybrid#B1 Ready to Join Us? At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply. What's Great About Sophos? · Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.· 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