Senior Territory Account Executive, Malaysia

This is a fully remote position, open to applicants in Malaysia.

📋 Description

• Proactively generate and pursue leads and opportunities within the specified territory to sell Sophos solutions, aiming to achieve and surpass established sales targets.

• Evaluate opportunities identified through research, collaboration with internal sales teams, targeted marketing campaigns, acquired databases, reseller databases, and incoming evaluations to assess the size, value, structure, and business challenges, determining the viability of pursuing the opportunity.

• Oversee renewal, cross-sell, and new logo opportunities.

• Cultivate relationships with key customer stakeholders, including C-level representatives.

• Foster relationships with essential channel and partner organizations within your region.

• Identify customer solution needs and collaborate with Sales Engineering, Marketing, and Channel teams to provide support throughout the sales process.

• Maintain consistent weekly adherence to the chosen Sophos CRM (Salesforce), aligning with the cadence established by Sophos management for reporting and forecasting standards.

• Continuously provide accurate sales forecasts to sales management.

• Work alongside the Sophos team and assist in the development of other team members through coaching and, where appropriate, skills enhancement.

• Participate in corporate and marketing events to promote Sophos to both existing and prospective customers.

• Occasional travel may be necessary to attend out-of-state events or internal sales training.

• Establish and maintain support systems to ensure Sophos is the easiest and preferred vendor to collaborate with, actively removing barriers to that goal and enhancing customer satisfaction.

• In collaboration with existing teams, enhance customer satisfaction and identify additional business opportunities for Sophos whenever feasible.

⛳️ Requirements

• Ideally degree-educated or possess equivalent qualifications.

• 5–10 years of experience in software/hardware sales (preferred).

• Knowledge of the cybersecurity domain (preferred but not mandatory).

• Proven experience in influencing senior decision-makers (C-level).

• Established capability to develop and implement account and opportunity plans.

• Proficiency in managing the entire sales cycle, including customer acquisition, development, and retention.

• Experience in account management with high-value Sophos accounts.

• Accurate sales forecasting experience in a reseller-based business model.

• Strong skills in conflict resolution and handling.

• Experience selling into complex organizational structures, including multi-level sales.

• Understanding of licensing and renewal dynamics.

• Ability to create and deliver presentations to C-level audiences.

🏝️ Benefits

• Sophos operates under a remote-first working model.

• Our team fosters innovation and creativity, all while enjoying a strong sense of fun and teamwork.

• Employee-led diversity and inclusion networks that cultivate community and provide education and advocacy.

• Annual charity and fundraising initiatives, along with volunteer days for employees to support local communities.

• Global employee sustainability initiatives aimed at reducing our environmental impact.

• 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 sessions to support employee health and wellness.