Territory Account Executive - Eastern Europe

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 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 Generate new business, cross & upsell through cold calling & call outs, create action plan and consistently work and drive activities in your territory 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 generated 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 Orchestrate cross-functional internal teams, including Customer Success,Renewal Team, Sales Engineers, and Channel Team, to meet renewal rate KPIs and drive Expansion business What You Will Bring: First sales experience Good knowledge of Sales Processes including acquisition, development and retention Preferably experience in selling IT solutions through channel partners Previous use of CRM Fluent in English verbal / written Strategic Thinking & Decision Making Communication & Stakeholder Management Accountability & Ownership Change Management & Adaptability Results Orientation & Customer Focus Resilience #B2 #LT_MT1 Ready to Join Us? At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply. What's Great About Sophos? · Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship. · Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit · Employee-led diversity and inclusion networks that build community and provide education and advocacy · Annual charity and fundraising initiatives and volunteer days for employees to support local communities · Global employee sustainability initiatives to reduce our environmental footprint · Global fitness and trivia competitions to keep our bodies and minds sharp · Global wellbeing days for employees to relax and recharge · Monthly wellbeing webinars and training to support employee health and wellbeing Our Commitment To You We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know. Data Protection If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos