Inside Sales - Territory Account Executive (m/f/ d)

About UsSophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other every day and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.Role SummaryWith 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 targetsManage the entire customer engagement process, from customer requests coming through channel partners to development and retentionEngage and enable joint selling with channel partnersWork closely with channel partners in order to work on their opportunites and requests and expand their customer baseRegularely interact with internal Channel Teams to plan, work and discuss PipelineConsistently articulate Sophos’ value proposition to customers in order to maintain and expand Sophos’ business within assigned customer accountsWork on Sophos generated Leads & Opportunities meeting internal SLAsProactivley engage Sales Engineers in appropiate opportunitiesSuccessfully implement our sales methodology ‘BaseLine Selling’ as well as MEDDPICC in your daily business calls with end customers & partnersEnsure Pipeline Management is accurate for the current and quarters ahead meeting internal SLAsParticipation at internal education and training programsMaintain good knowledge of the IT security market & competitionAnalyse 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 ManagementProvide timely and accurate sales forecastsLog all activity to maintain accuracy of CRM and forecasting systems & meet internal SLAsHandling of administrative tasks e.g. Quoting, CRM data cleaningWillingness to travel and meet customers on siteAttend Sophos or Partner organised eventsSubstitution of colleagues within the sales team during holidays, illness and transition times What You Will Bring: First years of work experience in a similar sales role, preferable in IT or tech environmentGood knowledge of Sales Processes including acquisition, development and retentionPrevious use of CRM / Forecasting systemTechnical understandingStrong structured working methodStrong communication skills – verbal and written in German and EnglishStrong Negotiation skillsStrong Presentation skillsStrong time management and organisational skillsAbility to thrive in a team selling environmentStrong skills in flexibility, proactivity and self-motivation approachAbility to be technically minded Additional Information #B1#LI_MT1Ready 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. Please refer to the location details in our job postings for further information.· 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 wellbeingOur Commitment To YouWe’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 ProtectionIf 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

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