Role Summary
With a focus on MidMarket Accounts, you will be the Sophos Sales representative in an assigned territory. You will be responsible for generating business for Sophos with our partners, building and maintaining strong and sustainable relationships, managing customers and prospects in order to develop and maintain Sophos business and meet / exceed sales targets.
What You Will Do
- Achieve bookings quota & KPIs for all accounts in the assigned territory (size of company may
- vary before starting a new financial year)
- Achieve new business and product targets
- Manage the entire customer engagement process, from customer requests coming through
- channel partners to development and retention
- Engage and enable joint selling with channel partners
- Work closely with channel partners in order to work on their opportunites and requests and
- expand their customer base
- Regularely interact with internal Channel Teams to plan, work and discuss Pipeline
- Consistently articulate Sophos’ value proposition to customers in order to maintain and expand
- Sophos’ business within assigned customer accounts
- Work on Sophos generetaed Leads & Opportunities meeting internal SLAs
- Proactivley engage Sales Engineers in appropiate opportunities
- Successfully implement our sales methodology ‘BaseLine Selling’ as well as MEDDPICC in
- your daily business calls with end customers & partners
- Ensure Pipeline Management is accurate for the current and quarters ahead meeting internal
- SLAs
- Participation at internal education and training programs
- Maintain good knowledge of the IT security market & competition
- Analyse territory performance based on Management key metrics and Business Planning Tool
- (e.g. activity planning, revenue, % un-renewed rate, pipeline, won/loss, product growth etc…)
- Deliver quarterly business review to Management
- Provide timely and accurate sales forecasts
- Log all activity to maintain accuracy of CRM and forecasting systems & meet internal SLAs
- Handling of administrative tasks e.g. Quoting, CRM data cleaning
- Willingness to travel and meet customers on site
- Attend Sophos or Partner organised events
- Substitution of colleagues within the sales team during holidays, illness and transition times
What You Will Bring
- First Work experience in a similar sales role, preferably in sales environments
- Good knowledge of Sales Processes including acquisition, development and retention
- Preferably experience in selling IT solutions through channel partners
- Previous use of CRM / Forecasting system
- Technical understanding
- Strong structured working method
- Strong communication skills – verbal and written
- Strong Negotiation skills
- Strong Presentation skills
- Strong time management and organisational skills
- Highly motivated and driven
- Ability to thrive in a team selling environment
- Strong skills in flexibility, proactivity and self-motivation approach
- Ability to be technically minded
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