Territory Account Executive

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: The Territory Account Executive (TAE), will manage an assigned territory in support of the Mid-Market segment selling directly to customers between 101–1000 users for a given territory, fulfilling through channel. You will actively generate and pursue leads and opportunities to achieve sales quotas. You will create, execute, and maintain the territory account plan from prospecting to building and maintaining a constant revenue pipeline.

Generate Mid-Market accounts sales pipeline, qualifying opportunities, and accurately forecasting pipeline. Achieve agreed quarterly sales goals. Manage the sales process through closure of the sale, driving high renewal rate and cross-sell opportunities in territory. Develop strong relationships with key buyers and influencers. Engage with customers regularly to understand their business pain points, priorities, business drivers, to align Sophos solutions to customer’s desired outcomes. Work with Channel Sales team and partner community to create pipeline through indirect engagements. Collaborate with sales engineering and channel partners throughout the sales cycle to achieve high levels of customer satisfaction and high adoption of Sophos technology.

Business acumen: Ability to identify opportunities with the highest and most competitive pay back for Sophos. Drive for results: Pursues everything with a sense of urgency. Does not give up even in the face of resistance or setbacks. Interpersonal skills: Engages easily and uses effective questioning and active listening to gather relevant information. Outcome-based thinking: Focuses on understanding desired outcomes and showing value for Sophos, partners, and customers Sales experience, confidence when interacting with customers/partners. Experience working to sales targets/KPIs in the IT/Cybersecurity market

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