Senior Territory Account Executive

What You Will Do

• 担当地域において、積極的に見込み客やビジネス機会を開拓し追求する。   

• 担当地域における新規顧客の導入促進、クロスセル機会の創出、および高い契約更新率の実現を推進する。  

• 顧客のCレベル担当者を含む、主要なステークホルダーとの関係を構築する。 

• 担当地域内の主要なチャネルおよびパートナー組織との関係を構築する。 

• 顧客のソリューション要件を特定し、セールスエンジニアリング、マーケティング、チャネル部門と連携して、販売サイクル全体を通してサポートを提供する。 

• 調査、社内営業チーム、特定のマーケティングキャンペーン、調達したデータベース、リセラーデータベース、およびインバウンド評価を通じて特定されたビジネスを精査し、規模、価値、構造、およびビジネス上の課題を判断した上で、そのビジネスを追求すべきかどうかを決定する。 

• ソフォス経営陣が定める報告および予測基準に従い、指定のソフォス CRM（Salesforce）を遵守する。 

• 既存の戦略的パートナーとの関係を維持し、クロスセルや新規顧客獲得を通じて、ビジネスの維持と成長を促進するために協力する。 

• ソフォスの製品・サービス、および競合他社製品・サービスに関する詳細な知識を高い水準で習得し、維持する。 

• Actively create and pursue leads and opportunities in the stated territory.  
• Drive new customer adoption, cross sell opportunities, and high renewal rate through the in the territory. 
• Build relationships with key customer stakeholders including C level customer representatives. 
• Build relationships with key channel and partner organizations within your territory 
• Identify customer’s solution requirements and engage Sales Engineering, Marketing and Channel to provide support throughout the sales cycle 
• Qualify opportunities identified through research, internal sales teams, specific marketing campaigns, procured databases, reseller databases and incoming evaluations to determine the size, value, structure and business issues and make decisions as to whether the opportunity should be pursued. 
• Adherence to the Sophos CRM of choice (Salesforce) in line with the cadence set by Sophos management’s reporting and forecasting standard 
• Maintain relationship with existing strategic partners and work with them to ensure business retention and develop business growth through cross sell and new business acquisition. 
• Develop and maintain detailed knowledge of Sophos products, services and also that of Sophos competitors to a high standard. 

What You Will Bring

• ソフトウェア／ハードウェア分野における5年以上の営業経験。 

• ソリューション／サービスの販売実績、および主要な意思決定者への影響力。 

• サイバーセキュリティ分野の知識。 

• アカウントおよびビジネス案件に向けたキャンペーンの計画・実行能力。 

• 販売目標の達成実績があり、キャリアの安定性が証明されていること。 

• 経営幹部層（C-Level）を相手にした優れたプレゼンテーション能力。 

• 競争心があり、自発的に行動できる、ハンター型（攻めの姿勢）のマインドセット。 

• 顧客獲得、育成、維持を含む営業プロセス全体の管理。 

• 100%チャネル販売モデルにおける、相互に有益なビジネス関係の構築。 

• 説得力と交渉力を兼ね備えた、優れた文章力およびコミュニケーション能力。 

• 新しいアプローチや手法を素早く習得し、取り入れる能力。 

• 複数のタスクを同時に処理、競合する締切の優先順位付けができる能力。   

• プリセールスエンジニア、インサイドセールス、BDR/SDRメンバーを含むチームメンバーを率いる能力。 

• 顧客およびパートナー先への出張が必要。 

• ソフォスのビジネスツールを活用した正確な売上予測。  

• 英語の読み書きおよび会話能力。 

• 5+ years of software/hardware prior sales experience. 
• Proven ability to sell solutions/services and influence key decision-makers. 
• Cybersecurity domain knowledge. 
• Proven ability to plan and execute against account and opportunity campaigns  
• Track record of quota achievement and demonstrated career stability 
• Excellent presentation skills in a C-Level environment 
• Competitive, Self-starter, Hunter-type mentality. 
• Managing the whole sales process, including customer acquisition, development, and retention  
• Building mutually beneficial business relationships selling in a 100% channel sales model 
• Strong written and verbal communication skills, with an ability to influence and negotiate 
• Quickly learns and adopts new approaches and techniques 
• Strong multitasking skills with an ability to prioritize competing deadlines  
• Ability to lead team members including pre-sales engineers, insides sales, & BDR/SDR members.  
• Travel to customer and partner sites required  
• Accurate forecasting utilizing Sophos business tools 
• English written and spoken

私たちから皆様へ：

Sophosは、多様性と包摂性（インクルージョン）に富んだ職場環境を誇りとし、機会の平等を重視しています。私たちは、多様性と卓越性が組み合わさることで、より良いSophosが築かれると信じています。そのため、チームの多様性に貢献できる方からのご応募を歓迎します。すべての応募者は、性別、性自認、性別移行、婚姻状況、人種、宗教・信条、肌の色、年齢、退役軍人としての地位、障害、妊娠・出産、性的指向といった要素に関わらず、公正かつ平等に扱われます。私たちは、皆様がご自身の魅力を最大限に発揮できるようサポートしたいと考えています。採用・選考プロセスにおいて何らかの配慮や調整が必要な場合は、どうぞお知らせください。
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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. 
 
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