Strategic Enterprise Sales Professional

hace 3 días

Madrid, Madrid, España Sophos A tiempo completo

About the Role



As a Senior Enterprise Account Executive at Sophos, you will directly sell to and manage relationships with enterprise accounts of 1001+ users. Your primary responsibility will be to generate and pursue leads and opportunities to achieve sales quotas.



You will implement strategic customer engagement plans focused on attaining enterprise-wide deployments of Sophos products and services in the North of Spain, as well as manage mid-market accounts. To achieve this, you must maintain a detailed understanding of strategic customer accounts' business to align Sophos solutions to the customer's desired cybersecurity and business outcomes.



Your Responsibilities Will Include:




  • Generating an enterprise account sales pipeline, qualifying opportunities, and accurately forecasting pipeline from current and net new customers.
  • Managing the sales process through closure of the sale, continued development and retention.
  • Achieving agreed quarterly sales goals, developing strong relationships with key buyers and influencers in enterprise accounts, and leveraging these during the sales process.
  • Executing a planned cadence of engagement with key strategic customers, with monthly or quarterly minimums, and putting detailed strategic account plans in place where appropriate.
  • Collaborating with Sales Engineering, MDR for complex MDR opportunities, and Customer Success for the most strategic accounts.
  • Negotiating terms of business with customers to achieve high levels of customer satisfaction and engagement, and high adoption of Sophos technology.
  • Coordinating with appropriate internal groups to generate and deliver winning contract bids, proposals, RFI/RFP responses, and Statements of Work.
  • Working with Channel Sales team and partner community to create pipeline through indirect engagements.


What You Bring to the Table:




  • Experience in proposing technical products and services in the ICT field; knowledge of cybersecurity products and services is highly preferred.
  • A strong background in direct sales and a proven track record in developing new clients, with a focus on mid and large enterprise customers.
  • The ability to partner with channel network to approach new business opportunities.
  • Knowledge of complex sales process and methodologies, including multiple level selling to senior decision makers (C-level) in major accounts.
  • A proven sales track record on B2B customers within a field sales role.
  • Goal-oriented with the ability to exceed targets and KPIs.
  • Excellent communication, negotiation, and objection handling skills, with the ability to identify client needs and pains and to underline the value of Sophos product line to match the uniqueness of your customers.
  • Motivated, self-starter, able to deal with ambiguity, and work in a fast-paced environment.
  • Able to work independently as well as part of a team.
  • Innovative thinker, able to introduce new ways of looking at problems and solve them.
  • Knowledge of CRM tools; Salesforce knowledge is preferred.

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