Senior Territory Account Executive, Southern California

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

📋 Description

• Develop and oversee sales opportunities with both prospective and existing Sophos customers.

• Achieve and surpass individual sales targets.

• Proactively generate and pursue leads within the designated territory.

• Promote new customer adoption, explore cross-sell opportunities, and maintain high renewal rates.

• Cultivate relationships with C-level stakeholders among customers.

• Establish connections with channel and partner organizations.

• Determine customer solution needs and collaborate with Sales Engineering, Marketing, and Channel teams throughout the sales process.

• Qualify opportunities through research, internal sales teams, marketing campaigns, databases, reseller databases, and incoming evaluations.

• Manage Salesforce CRM reporting and maintain a consistent forecasting schedule.

• Sustain strategic partner relationships to enhance retention, cross-selling, and new business development.

• Acquire an in-depth understanding of Sophos products, services, and competitors.

• Work in tandem with presales security engineering, product teams, inside sales representatives, and channel partner resellers.

⛳️ Requirements

• Over 5 years of prior sales experience in software/hardware.

• Demonstrated ability to sell solutions/services and influence key decision-makers.

• Knowledge in the cybersecurity domain.

• Proven track record in planning and executing account and opportunity campaigns.

• History of achieving sales quotas and exhibiting career stability.

• Exceptional presentation skills in a C-Level context.

• Competitive, self-motivated, and possesses a hunter mentality.

• Experience managing the complete sales process, including customer acquisition, development, and retention.

• Proficiency in building mutually beneficial business relationships in a fully channel sales model.

• Strong written and verbal communication abilities with a knack for influencing and negotiating.

• Capability to quickly learn and adapt to new methods and techniques.

• Excellent multitasking and prioritization skills.

• Ability to lead pre-sales engineers, inside sales, and BDR/SDR team members.

• Willingness to travel to customer and partner locations as necessary.

• Accurate forecasting using Sophos business tools.

• Legal authorization to work in the United States without employer sponsorship.

🏝️ Benefits

• Comprehensive benefits package.

• Remote-first working model.

• Employee-led diversity and inclusion networks.

• Annual charity and fundraising initiatives.

• Volunteer days.

• Global employee sustainability initiatives.

• Global fitness and trivia competitions.

• Global wellbeing days.

• Monthly wellbeing webinars and training.