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 as a contributor.

• Proactively generate and follow up on leads and opportunities within the designated territory.

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

• Establish and nurture relationships with C-level stakeholders at customer organizations.

• Cultivate relationships with channel partners and organizations.

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

• Evaluate opportunities, considering their size, value, structure, and related business challenges.

• Maintain Salesforce CRM activities according to reporting and forecasting standards.

• Sustain strategic partner relationships while developing retention, cross-sell, and new business opportunities.

• Acquire in-depth knowledge of Sophos products, services, and competitive landscape.

• Collaborate closely with presales security engineering, product teams, inside sales, and channel partner resellers.

• Travel to customer and partner locations as required.

⛳️ Requirements

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

• Demonstrated ability to sell solutions and services while influencing key decision-makers.

• Knowledge of the cybersecurity domain.

• Capability to plan and execute account and opportunity campaigns effectively.

• Proven record of achieving quotas and a stable career trajectory.

• Exceptional presentation skills suitable for a C-level audience.

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

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

• Proven ability to forge mutually beneficial business relationships within a 100% channel sales model.

• Strong written and verbal communication skills, with a talent for influencing and negotiating.

• Quick learner with the ability to adopt new strategies and techniques efficiently.

• Excellent multitasking and prioritization abilities.

• Capability to lead presales engineers, inside sales, and BDR/SDR team members.

• Willingness to travel to customer and partner locations.

• Proficient in accurate forecasting utilizing Sophos business tools.

🏝️ Benefits

• Remote-first working model.

• Employee-driven diversity and inclusion networks.

• Annual charity and fundraising events.

• Volunteer days available.

• Global initiatives for employee sustainability.

• International fitness and trivia competitions.

• Global wellbeing days to support employee health.

• Monthly webinars and training sessions focusing on wellbeing.

• Commitment to equal opportunity and adjustments in the recruitment process.