Territory Account Executive – Public Sector

Role Overview

• Achieve bookings quota for all assigned accounts ranging from 50 to 1,000 IT users within a defined sector
• Support channel sales activities in the assigned territory (level of involvement may vary by partner type)
• Work with partners to drive renewals within the defined sector and ensure successful customer retention in terms of both account numbers 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 with end customers as needed to increase deal value and close rates
• Log all activities to maintain accurate CRM/PRM and forecasting records
• Maintain a detailed understanding of customers’ businesses (pain points, priorities, business drivers, etc.) to align appropriate solutions with customer needs
• Collaborate with partners to consistently communicate Sophos’ value proposition to customers in order to retain and expand Sophos’ business within assigned accounts
• Provide quotes for all partner inquiries that are not NFR-related within the assigned territory
• Own monthly and quarterly business forecasting
• Visit partner sites to generate new business opportunities
• Provide coverage for colleagues in the sales team during holidays, illness, and transition periods

Requirements

• Some initial professional experience in a sales environment
• Experience selling IT solutions
• Proven track record of meeting or exceeding territory sales quotas
• Familiarity with CRM/PRM and forecasting systems
• Knowledge of territory characteristics and the local business environment
• Understanding of software channel ecosystems
• Strong negotiation skills
• Strong presentation skills
• Excellent communication and interpersonal skills
• Strong telephone selling skills
• Ability to thrive in a team-selling environment
• Fluent German (spoken and written)

Benefits

• Sophos operates a remote-first working model, making remote work the primary option for most employees
• A collaborative and innovative team culture, combined with a strong sense of fun and team spirit
• Employee-led diversity and inclusion networks that build community and provide education and advocacy
• Annual charity and fundraising initiatives and volunteer days to support local communities
• Global employee sustainability initiatives to reduce our environmental footprint
• Global fitness and trivia competitions to keep minds and bodies active
• Global wellbeing days for employees to relax and recharge
• Monthly wellbeing webinars and training to support employee health and wellness