The role focuses on managing enterprise accounts and driving new logo acquisition through a strategic engagement model in the Australian market.
Own executive relationships and accountability for strategic commercial enterprise accounts, ensuring growth, satisfaction, and long‑term partnership.
Acquire new logos through proactive prospecting and land‑and‑expand motions (cross‑sell/upsell), aligned to customer outcomes and security roadmaps.
Engage multi‑threaded buying centres (CIO/CISO, CTO, IT Ops, SecOps, Network, Cloud, Risk, and Procurement) to shape demand and build consensus.
Lead the end‑to‑end enterprise sales cycle - qualification, discovery and solutioning, business case/ROI, negotiation, and closure - coordinating pre‑sales, product, marketing, customer success, and support.
Run rigorous account planning and ABM execution: whitespace analysis, stakeholder mapping, pursuit strategies, POCs/pilots with success criteria, and targeted campaigns to accelerate adoption.
Deliver quarterly revenue goals through disciplined pipeline creation and governance, CRM hygiene (Salesforce, Clari, Power BI), and high‑accuracy forecasting.
Partner‑led growth: collaborate with distributors, SIs, and key resellers on joint account plans, deal registration, demand generation, and field events; leverage hyperscaler/cloud marketplaces where applicable.
Drive commercial deal strategy: pricing and packaging, multi‑year subscriptions and expansion that maximises ARR and retention.
Territory coverage & in‑country travel: execute field plans across Australia, maintaining a strong onsite presence with customers and partners.
Apply MEDDPICC methodology to manage complex enterprise deals, ensuring disciplined qualification, structured deal progression, executive alignment, and consistent participation in opportunity reviews with sales leadership.
Deal governance & risk management: identify blockers and dependencies in large opportunities and drive mitigation with sales leadership, finance, legal, and delivery teams.
Market, regulatory, and competitive intelligence: track sector trends (e.g., cloud adoption, SOC modernisation, data‑protection expectations) and competitive moves; feed insights to product and marketing to sharpen positioning.
Champion customer success and referenceability via smooth handovers, adoption milestones, QBRs, measurable value realisation, and case studies/references.
10+ years of quota‑carrying enterprise sales, with 5+ years selling to commercial enterprises (e.g., FSI, telco, energy, retail, healthcare, aviation, real estate, manufacturing, technology).
Proven record of closing complex, high‑value cybersecurity or enterprise technology deals, including multi‑year SaaS/subscription agreements.
Strong understanding of Australian enterprise buying processes: budget cycles, vendor onboarding, InfoSec/Legal reviews, DPAs/MSAs, procurement and preferred supplier frameworks.
Demonstrated success with strategic account planning, executive engagement across multiple decision makers, and value‑based solution selling (ROI/TCO).
Expertise across cybersecurity domains: Managed Services, MDR/XDR, Endpoint (EPP), Firewall, Cloud Security, Zero‑Trust architectures (plus comfort discussing SOC and incident response outcomes).
Proficiency with Salesforce, Clari, and Power BI for pipeline management and forecasting.
Outstanding communication, negotiation, and executive presentation skills.
Highly consultative, customer‑value mindset with strong long‑term relationship building.
Willingness and ability to travel extensively across Australia for high‑touch field engagement.
Channel fluency: experience working with distributors, leading SIs/MSSPs, and executing joint sales motions (including cloud marketplace‑assisted transactions).
Language: Fluency in English required
Sophos builds advanced security solutions designed to protect against cyberattacks, delivering comprehensive services like Managed Detection and Response (MDR) and endpoint, network, and email security. Targeting organizations across the globe, Sophos serves over 600,000 clients, utilizing the expertise of their combined technologies following the acquisition of Secureworks. Their unique offerings interoperate through the Sophos Central platform, fortified by real-time threat intelligence from their dedicated threat teams.
Please mention you found this job on AI Jobs. It helps us get more startups to hire on our site. Thanks and good luck!
Understand the required skills and qualifications, anticipate the questions you may be asked, and study well-prepared answers using our sample responses.
Enterprise Account Executive Q&A's