Enterprise Account Manager

About Us

Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through the Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

The Enterprise Account Manager will sell and manage relationships with named end user accounts of 1001+ users, fulfilling through the channel. In this role, you will actively generate and pursue opportunities to achieve sales quotas, which includes creating and implementing strategic account plans, with customers, focused on attaining enterprise-wide deployments of Sophos products and services.

What You Will Do

• Collaborate with and support Enterprise Account Executives with all sales activities for assigned territories, including planning and execution
• Achieve bookings quota, new business, and product targets
• Work with your Enterprise Sales Engineer, MDR Sales Specialist for complex MDR opportunities, and Customer Success for the most strategic accounts
• Support Enterprise Account Executive on customer/prospect calls, including taking the lead on calls as needed
• Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.
• Collaborate with and leverage internal teams, as needed, to ensure customer satisfaction
• Take the lead on administrative accounts needs, such as quoting, tech support escalations, professional services bookings, and customer licensing cases.
• Manage accurate account information in CRM and forecasting systems
• Collaborate with channel partners, and take individual initiative, in lead/pipeline generation of new opportunities within prospect and customer accounts
• Manage the entire customer engagement process, from customer acquisition to development and retention
• Maintain a detailed understanding of strategic customer accounts’ business to align Sophos solutions to the customer’s desired cybersecurity and business outcomes.
• If needed, travel to your assigned territory to visit with customers, prospects, and partners.

What You Will Bring

• Strong knowledge in selling technology solutions, preferably at the Enterprise market level
• Track record of developing and managing a pipeline of business
• Strong strategic and tactical account planning
• Proven track record of achieving and exceeding sales quotas
• Business acumen with the ability to identify opportunities with the highest and most competitive pay back for Sophos
• A drive for results, even in the face of resistance or setbacks
• The ability to engage easily and use effective questioning and active listening to gather relevant information
• Outcome-based thinking focused on understanding desired outcomes and showing value for Sophos, our partners, and our customers. 

In Canada, the base salary for this role ranges from $73,000 to $122,000. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate’s specific pay within this range will depend on various factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs. 

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Ready to Join Us?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.

What's Great About Sophos?

· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.

· Our people – we innovate and create, all of which are accompanied by a great 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 for employees to support local communities

· Global employee sustainability initiatives to reduce our environmental footprint

· Global fitness and trivia competitions to keep our bodies and minds sharp

· Global wellbeing days for employees to relax and recharge 

· Monthly wellbeing webinars and training to support employee health and wellbeing

Our Commitment To You

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know. 

Data Protection

If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos’ data protection practices, please contact [email protected].