Sophos · 1 month ago
Senior Account Executive - Public Sector/SLED
Texas
Full-time
Hybrid
Senior Level
$94K/yr - $158K/yr
5+ years expSophos is a global leader in advanced security solutions, specializing in cybersecurity. The Public Sector Senior Account Executive will manage a territory focused on Public Sector customers, generating leads and achieving sales quotas while collaborating with various teams to drive new revenue opportunities.
Cloud SecurityCyber SecurityNetwork SecuritySoftware
No H1B
Responsibilities
Generate strategic accounts sales pipeline, qualify opportunities, and accurately forecast pipeline
Achieve agreed quarterly sales goals through management of the sales process to closure of the sale, driving a high rate of new logo and cross-sell opportunities in the territory
Engage with customers to understand their business pain points, priorities, and business drivers, aligning Sophos solutions to customer’s desired outcomes
Work with the Channel Sales team and partner community to create pipeline through indirect engagements
Collaborate with sales engineering, sales development, and channel teams, channel partners, throughout the sales cycle to achieve high new revenue production
Identify, develop, and execute on a territory plan and account strategies to close new business opportunities and expand revenue with customers across the assigned region
Scope, negotiate, and bring to closure agreements to exceed booking and revenue quota targets
Target and gain access to decision-makers in key prospect accounts in the assigned territory
Establish access and maintain existing relationships with key decision-makers (typically at the CIO and CSO level) in industry, partners, and enterprise customers to drive all pertinent issues related to sales strategy and goal attainment
Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com, Clari, 6sense, zoominfo, LinkedIn Sales Navigator, GovSpend, etc
Conduct thorough account reviews to identify upsell opportunities, leveraging existing relationships for growth
Create and execute targeted campaigns to drive new business and expand existing accounts
Consistently apply MEDDPICC frameworks to qualify and manage opportunities, ensuring efficient deal progression
Qualification
Required
5+ years in a sales role working with end users or channel partners, with a track record of achieving and exceeding sales quotas
Strong understanding of Cybersecurity, SOCaaS, XDR, MDR, NDR, Network, Cloud, and SaaS technologies and competitive offerings in the marketplace
Significant and proven experience developing relationships with senior executives
Demonstrated experience with target account selling, solution selling, and/or consultative sales techniques
Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation, and closing skills
Customer-centric orientation with the ability to build relationships via email, telephone, and in person
Solid technical acumen, able to explain the benefits of different technologies, with strong cybersecurity knowledge being an advantage
Experience selling through and with channel partners, and ability to thrive in a team selling environment
Excellent organizational skills and ability to prioritize and manage multiple tasks at once
Ability to work remotely and willing to travel to industry events, demand-gen events, and face to face meetings with prospects and partners
Preferred
Experience with Public Sector contracts, procurement, and regulatory concerns and negotiating Business Associate Agreements is a plus
Experience with Force Management's ‘Command of the Message' methodology is preferred, but not mandatory
Benefits
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
Company
Sophos
Sophos develops network security and threat management products to protect organizations against malicious acts.
5001-10000 employees
Funding
Current Stage
Public CompanyTotal Funding
$125.01M2021-08-24Post Ipo Equity· $65.23M
2019-10-14Acquired
2015-06-26IPO
Leadership Team
Joe Levy
Chief Executive Officer
Peter Lammer
Co-founder
Recent News
2025-12-18
2025-12-16
2025-12-11
Company data provided by crunchbase