Job Description
Role Summary
As a Malaysia-based Sophos sales team member, you will manage relationships with a group of high-value Sophos customers and prospects to develop and maintain the Sophos business while exceeding your sales targets. You will work closely with Sales Engineering, Channel, and Marketing team members.
Responsibilities
What You Will Do
- Actively create and pursue leads and opportunities in the stated territory with the goal of selling Sophos solutions to achieve and exceed agreed sales targets.
- 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 decide whether the opportunity should be pursued.
- Manage renewal, cross-sell, and new logo opportunities.
- Build relationships with key customer stakeholders, including C-level customer representatives.
- Build relationships with key channel and partner organizations within your territory.
- Identify customers’ solution requirements and engage Sales Engineering, Marketing, and Channel teams to provide support throughout the sales cycle.
- Maintain dedicated weekly adherence and commitment to the Sophos CRM of choice (Salesforce) in line with the cadence set by Sophos management reporting and forecasting standards.
- Provide accurate sales forecast information at all times to sales management
- Collaborate with the Sophos team and contribute to the development of other team members through coaching and, when appropriate, upskilling them.
- Attend corporate and marketing events to promote Sophos to existing and potential customers
- Limited travel may be required occasionally to attend out-of-state events or internal sales training.
- Establish and maintain support mechanisms to make Sophos the easiest and preferred vendor to work with, actively removing barriers to that goal and driving a positive impact on customer satisfaction.
- In partnership with existing teams, drive customer satisfaction and identify additional business opportunities for Sophos whenever possible.
What You Will Bring
- Preferably degree-educated or equivalent
- 5–10 years of software/hardware sales experience (preferred)
- Cybersecurity domain knowledge (preferred but not mandatory)
- Experience influencing senior decision-makers (C-level)
- Proven ability to develop and execute account and opportunity plans
- Expertise in managing the entire sales process, including customer acquisition, development, and retention
- Account management experience with high-value Sophos accounts
- Accurate sales forecasting experience in a reseller-based business model
- Strong conflict-handling and resolution skills
- Experience selling into complex organizational structures, including multi-level selling
- Understanding of licensing and renewal dynamics
- Ability to create and deliver presentations to C-level audiences
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