Job Description & How to Apply Below
- Req#: 6b-4289-a275-b30bAccount Executive MDRVancouver, Canada / Sales – Field Sales / Permanent / Remote Apply for this job Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from Sophos Labs and Sophos
- Uncover new MDR opportunities, with new accounts and existing customers, qualifying opportunities, and accurately forecasting pipeline.
- Serve as MDR expert, brought in on strategic opportunities, to deliver MDR introductions and manage the sales process, delivering demos and full sales cycle support, through closing deals
- Work closely with Enterprise, Territory Channel and Customer Success teams, and actively works with customers via Early Warning System and Rapid Response
- Achieve agreed quarterly sales goals, driving ~80% of business from the customer base, and ~20% from new customer acquisition.
- Develop strong relationships with key buyers and influencers in Enterprise Accounts and leverage these during the sales process.
- Negotiate terms of business with customers to achieve high levels of customer satisfaction and engagement, and high adoption of Sophos technology.
- Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.
- 3-5 years of MDR selling experience working with decision-makers in large organizations with a proven track record of achieving and exceeding sales quotas.
- Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of “Value Messaging” and “Challenger” methodologies is an advantage.
- Understanding of the enterprise sales cycle, buyer personas and decision-making processes, and how to successfully navigate them.
- Ability to be seen as a trusted advisor to senior executives in large organizations and able to build strategic account plans.
- Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation and closing skills.
- Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage
- Experience of selling through and with channel partners, and ability to thrive in a team selling environment
AI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central – the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors.
Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos has major hubs around the globe. More information is available at
Role Summary
The Account Executive MDR drives new logo and customer MDR billings as highly skilled sales hunters, focused on our most strategic customer base, 500+, fulfilling through the channel. You will actively generate and pursue Managed Detection and Response (MDR) and cybersecurity-as-a-service prospects and leads to achieving sales quotas. We are looking for someone based in the Pacific Time Zone in Canada or the US.What
You Will Do
· 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…
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