Territory Account Executive

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

📋 Description

• Meet bookings targets and KPIs for all accounts within the designated territory.

• Drive new business and increase sales through cold calling and outreach, devising an action plan and consistently executing activities in your territory.

• Oversee the entire customer engagement process, from handling requests from channel partners to customer development and retention.

• Collaborate with channel partners to facilitate joint selling efforts.

• Work closely with channel partners to address their opportunities and requests while broadening their customer base.

• Regularly connect with internal Channel Teams to strategize, collaborate, and discuss the sales pipeline.

• Clearly communicate Sophos’ value proposition to customers to sustain and grow Sophos’ business within assigned accounts.

• Manage leads and opportunities generated by Sophos, ensuring compliance with internal SLAs.

• Actively involve Sales Engineers in relevant opportunities.

• Effectively implement our sales methodologies, ‘BaseLine Selling’ and MEDDPICC, during daily business calls with end customers and partners.

• Ensure accurate Pipeline Management for the current and future quarters, adhering to internal SLAs.

• Participate in internal education and training initiatives.

• Maintain a strong understanding of the IT security landscape and competitive environment.

• Analyze territory performance using Management key metrics and the Business Planning Tool (e.g., activity planning, revenue, % un-renewed rate, pipeline, won/loss, product growth, etc.).

• Deliver quarterly business reviews to Management.

• Provide timely and precise sales forecasts.

• Log all activities to ensure the accuracy of CRM and forecasting systems, meeting internal SLAs.

• Manage administrative tasks such as quoting and CRM data maintenance.

• Willingness to travel and meet customers in person.

• Attend events organized by Sophos or its partners.

• Substitute for colleagues in the sales team during vacations, illnesses, and transition periods.

• Coordinate cross-functional internal teams, including Customer Success, the Renewal Team, Sales Engineers, and the Channel Team, to achieve renewal rate KPIs and drive expansion business.

⛳️ Requirements

• Initial sales experience.

• Solid understanding of Sales Processes, including acquisition, development, and retention.

• Ideally, experience in selling IT solutions through channel partners.

• Previous experience using CRM systems.

• Proficient in English, both verbal and written.

• Strong strategic thinking and decision-making skills.

• Effective communication and stakeholder management abilities.

• Demonstrated accountability and ownership.

• Capable of managing change and adaptability.

• Results-oriented with a strong customer focus.

• Resilient under pressure.

🏝️ Benefits

• Sophos employs a remote-first working model, making remote work the primary choice for most employees.

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

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

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

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

• Global fitness and trivia competitions designed to keep our bodies and minds active.

• Global wellbeing days for employees to unwind and recharge.

• Monthly wellbeing webinars and training sessions to support employee health and wellness.