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Sophos

Posted 2 months ago

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Territory Account Executive - Public Sector (m/f/d)

WiesbadenHybrid

AI Summary

Territory Account Executive for the public sector in Germany, generating profitable revenue by selling Sophos cybersecurity solutions through channel partners, primarily over the phone.

About this role

About Us
Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.
Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.
Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

The Territory Account Executive is responsible for generating profitable revenue from sales to customers within the public sector area in Germany, by selling with and through channel partners, primarily over the phone.

What You Will Do:

  • Achieve bookings quota for all assigned accounts between 100 to 1.000 IT users in a defined sector
    • Support channel sales activities in assigned territory (level of involvement may vary based on partner type)
    • Work with partners to drive renewals within the defined sector. Ensure successful customer retention for both number of accounts and revenue
    • Prioritize and support partner-generated opportunities
    • Manage all opportunities in the assigned sector to increase deal size and accelerate the buying process
    • Engage end customer, as necessary, to drive up deal value and close rates
    • Log all activity to maintain accuracy of CRM/PRM and forecasting systems
    • Maintain a detailed understanding of customer’s business (pain points, priorities, business drivers, etc.) to appropriately align specific solutions to customer’s needs
    • Work with partners to consistently articulate Sophos’ value proposition to customer in order to maintain and expand Sophos’ business within assigned customer accounts
    • Quoting of all non-NFR related inquiries of partners in assigned territory
    • Responsible for forecasting monthly/quarterly business
    • Attend partner sites to generate new business opportunities
    • Substitution of colleagues within the sales team during holidays, illness and transition time

    What You Will Bring:

  • First years working experience in a sales environment

  • Experience in selling IT solutions

  • Proven track record of achieving and exceeding territory sales quotas

  • Familiarity with CRM/PRM and forecasting systems

  • Knowledge of territory characteristics and business environment

  • Knowledge of software channel ecosystems

  • Strong Negotiation skills

  • Strong Presentation skills

  • Strong Communication and Interpersonal skills

  • Excellent telephone selling skills

  • Ability to thrive in a team selling environment

  • Fluent German language skills (written and spoken)

    • Skills

    Channel SalesCRMCybersecurity SolutionsFluent GermanForecastingIT Solutions SellingNegotiationPresentationPRMSalesforce

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