Inside Sales - Territory Account Executive - Focus South Of Germany (m/f/d)

Inside Sales - Territory Account Executive - Focus South of Germany (m/f/d)

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. Ideally the candidate is located in the South of Germany.

What You Will Do:

1. Achieve bookings quota & KPIs for all accounts in the assigned territory (size of company may vary before starting a new financial year)
2. Achieve new business and product targets
3. Manage the entire customer engagement process, from customer requests coming through channel partners to development and retention
4. Engage and enable joint selling with channel partners
5. Work closely with channel partners in order to work on their opportunities and requests and expand their customer base
6. Regularly interact with internal Channel Teams to plan, work and discuss Pipeline
7. Consistently articulate Sophos' value proposition to customers in order to maintain and expand Sophos' business within assigned customer accounts
8. Work on Sophos generated Leads & Opportunities meeting internal SLAs
9. Proactively engage Sales Engineers in appropriate opportunities
10. Successfully implement our sales methodology 'BaseLine Selling' as well as MEDDPICC in your daily business calls with end customers & partners
11. Ensure Pipeline Management is accurate for the current and quarters ahead meeting internal SLAs
12. Participation at internal education and training programs
13. Maintain good knowledge of the IT security market & competition
14. 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…)
15. Deliver quarterly business review to Management
16. Provide timely and accurate sales forecasts
17. Log all activity to maintain accuracy of CRM and forecasting systems & meet internal SLAs
18. Handling of administrative tasks e.g. Quoting, CRM data cleaning
19. Willingness to travel and meet customers on site
20. Attend Sophos or Partner organised events
21. Substitution of colleagues within the sales team during holidays, illness and transition times

What You Will Bring:

• Work experience in a similar sales role ideally in IT-tech environment
• Good knowledge of Sales Processes including acquisition, development and retention
• Previous use of CRM / Forecasting system
• Technical understanding
• Strong structured working method
• Strong communication skills – verbal and written (German and English)
• Strong Negotiation skills
• Strong Presentation skills
• Strong time management and organizational skills
• Ability to thrive in a team selling environment
• Strong skills in flexibility, proactivity and self-motivation approach
• Ability to be technically minded

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.

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

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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