What You Will Do
- Work closely with sales team counterparts to create a strategy for sales success in your named accounts.
- Assume technical ownership of all opportunities for assigned prospective and existing customer enterprise accounts.
- Support the generation of customer account sales pipeline, qualifying opportunities, and accurate forecasting pipeline.
- Own pre-sales engagements including web meetings, demonstrations, onsite meetings, and proof of concepts to demonstrate business value derived from Sophos solutions.
- Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.
- Develop strong relationships with key buyers and influencers in customers and leverage these during the sales process.
- Expand Sophos solutions and services within the existing customer base by educating key contacts and assessing a customer’s security needs.
- Support the negotiation of terms of business with customers to achieve high levels of customer satisfaction and engagement, and high adoption of Sophos technology.
- Externally evangelize Sophos by conducting trainings, engaging with social media, and speaking at Sophos events or industry groups.
- Provide feedback to product teams and directly influence global product roadmaps and feature enhancements.
- Work with the Channel Sales team and partner community to create a pipeline through indirect engagements.
What You Will Bring
- 3-5 years in a sales role working with decision-makers in large organizations with a proven track record of achieving and exceeding sales quotas.
- Knowledge and experience of selling Managed Detection and Response (MDR) services as well as Incident Response offerings.
- Deep technical cybersecurity understanding including protection methods for Networks, Cloud Workloads, Windows, Linux and Mac OS devices
- Understanding of the enterprise sales cycle, buyer personas, and decision-making processes, and how to successfully navigate them.
- Excellent verbal communication skills for delivering high-quality, engaging product demos.
- Ability to be seen as a trusted advisor to senior executives in large organizations and to clearly articulate competitive advantages, both technical and business level.
- Proven ability to deliver outstanding customer experience during PoC to support hand-off, with exceptional opportunity discovery and deal qualification skills.
- Knowledge of Mitre Attack Methods and Python scripting knowledge highly desired, and a strong understanding of the competitive landscape is an advantage
- Experience in selling through and with channel partners, and ability to thrive in a team selling environment
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