Commercial Account Manager

About Us

Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform.

Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other every day and state-sponsored cybercrimes.

The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at

Role Summary

The Commercial Account Manager will drive both inbound and outbound sales for small to medium-sized businesses (0-250 users), focusing on New Logo (NNL) acquisition and Upsell (CUT) opportunities. This role involves executing sales strategies such as territory planning, pipeline management, account mapping, and partner development, while leveraging technical expertise to deliver impactful presentations, close deals, and foster growth.

• Selling NNL (New Logo) / CUT (Upsell) Business
• Deliver clear, compelling presentations about Sophos’ portfolio to both end users & partners.
• Provide a high-level presentation of Sophos Central, emphasizing key features and benefits.
• Achieve strong win rates in both New Logo and Upsell opportunities by successfully driving deals to closure.
• Generate new outbound opportunities through tools such as Zoom Info and Linked In Navigator.
• Conduct thorough account reviews to identify Upsell (CUT) opportunities, leveraging existing relationships for growth.
• Create and execute targeted campaigns to drive new business and expand existing accounts.
• Consistently apply MEDDPICC and BANT frameworks to qualify and manage opportunities, ensuring efficient deal progression.
• Territory Planning
• Identify and prioritize top customers and partners, focusing on both New Logo acquisition and Upsell opportunities.
• Recognize and act on opportunities for growth, ensuring strategic alignment with business goals.
• Analyze market trends, customer behavior, and historical data to develop tailored outreach strategies and maximize growth opportunities.
• Continuously refine your approach by monitoring key performance indicators (KPIs) and adjusting tactics to meet evolving business goals.
• Leverage a mix of outbound prospecting, account reviews, and targeted campaigns to ensure a steady pipeline of opportunities and achieve consistent sales performance.
• Align territory efforts with broader company objectives and collaborate with cross-functional teams to support seamless execution and optimize results.
• Channel Management
• Understand and communicate the partner program, including discount levels, tier qualifications, and promotion pathways.
• Develop a strong knowledge of Managed Service Providers (MSPs) and how they fit into the sales strategy.
• Identify and engage the right partners to optimize business outcomes, ensuring the success and growth of both partners and customers.
• Account Mapping
• Conduct strong account mapping sessions, speaking the language of Selects and using tools to drive New Logo (NNL) and Upsell (CUT) opportunities.
• Leverage account insights to tailor solutions and identify growth potential for existing accounts.
• Pipeline Hygiene
• Maintain a healthy and well-qualified pipeline, utilizing MEDDPICC and BANT
• Regularly update and manage the…