Enterprise Business Development Representative - ANZ

About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.

Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.

Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary This high-impact position has been created to help accelerate the growth of Sophos across ANZ by proactively generating high-value new business opportunities from organisations with more than 500 employees. The Business Development Representative (BDR) primary function is to proactively uncover, nurture and generate new business opportunities for the Sophos Customer sales team by leveraging qualitative data insights and target lists to proactively build connections, selling to marketing-generated leads and via outbound prospecting. The BDR aligns these qualified prospects with clear outcomes, then maps them to salespeople for their closure.

This role is based in Australia; due to business needs, the ideal candidate would be based in Sydney or Melbourne due to the location of the current team.

Based in Sydney, Australia, the primary focus is to identify new business opportunities covering the ANZ Corporate and Enterprise marketplace through outbound prospecting activities. Leverage various data sources, qualitative data insights and prospecting information to build a significant ‘target prospect’ pool to nurture into contacts and ultimately into high-quality sales opportunities for sales. Possess the ability to articulate value and sell Cyber Security Technology solutions to Enterprise and Mid-Market businesses. Become an expert on information security to be able to advise prospects and customers. Uncover and compose detailed, succinct summaries of prospects' infrastructure, pain and business challenges. Create high-value, well-qualified sales opportunities from net-new accounts with 500+ employees Achieve quotas around opportunity generation and pipeline contribution from high daily outbound activity levels. Secure appointments with Senior IT Decision Makers. Build and nurture a comprehensive prospecting list to ensure continual prospect pipeline Build solid partnerships with the sales team to ensure effective lead handover and follow-up. Capture useful intelligence to drive future new business activity Input information into SFDC and leverage this and 3rd party sources to research prospects. Work closely with field marketing to understand and help execute successful Account Based Marketing Programs. Develop a strong partnership with the sales team to ensure an enduring and highly productive relationship, based on mutual success.

Minimum proven 2 years in outbound/lead generation in new business roles Experience in prospecting to IT and/or IT Security decision makers. Business Development experience within ANZ region Knowledge of CRM systems and productivity tools (current: Salesforce, Outreach, Lusha / Cognism and LinkedIn Sales Navigator) The ideal candidate is naturally inquisitive, asks thoughtful questions, and continuously seeks opportunities to learn and improve. Technical aptitude and ability to learn new business and technical concepts quickly

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