About Us

Sophos 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 Summary

The role’s focus is to lead and develop a team of Territory Account Executives in assigned Territory. Contribute to the overall sales strategy. This includes implementing the sales strategy and priorities of the team. Leading the team to effectively work with MidMarket Accounts through Sophos channel partners and directly to qualify sales opportunities, discuss and articulate the benefits of our products.

What You Will Do:

• Working with the Sales Director and determine team structure, key performance indicators for the team
• Achieve, as a minimum, sales targets and KPI’s & Company, Team Business Goals ensuring all members of the team achieve their personal targets
• Ensuring the team is actively prospecting new logo opportunities to achieve new business and product targets
• Ensure the team is actively expanding our Sophos portfolio within their existing customer base
• Ensure the team have the skills, tools and resources to achieve principal goals
• Identify opportunities within your assigned team to generate revenue stream
• Identify and nullify threats to Sophos’ business within customers and channel partners
• Develop and maintain internal relationship with key supporting functions within DACH/EMEA/Global Sales Team
• Mentor and coach your individuals to develop the skills they require to be successful
• Support and deliver sales methodologies e.g. BaseLine Selling, iCAN, MEDDPICCC to your teams
• Provide timely and accurate sales forecasts for the team as well as managing the pipeline
• Constantly track Pipeline, Deal Regs, Revenue, Leads, QSOs, Renewal Rate, Conversion Rate, Won/Loss, Product development and Performance of the Sales Team and act proactively when necessary
• Develop strategy, initiatives, ideas and promotions to improve sales revenue and satisfaction at customers/partners
• Responsible for new starter “assimilation”, ensuring appropriate training, mentoring and coaching is provided and tracking execution against development plan, ensuring that they become productive quickly
• Responsible for formal staff performance reviews, ILPs, Sales Readiness, Observation Calls and Deal Reviews on a regularly mandatory basis with supplementary reviews as required
• Define priorities and assign projects for employees – evaluate and leverage employee’s talents by matching (where possible) assignments to skills/desires of employee
• Manage employee performance and group productivity. Regularly evaluate individual employee job performance, providing constructive suggestions for improvement and celebrating and rewarding accomplishments
• Address Sophos value proposition, goals, regional strategy and company strategy as well as day to day issues to the team
• Provide regularly calls and meeting with the teams as well as well as maintain constant communication with relevant teams to establish a successful communication
• Ensure successful use of sales tools and sales operational handling in our CRM and tools
• Responsible Support your team in daily work and activities when needed
• Responsible that all employees perform trainings according to the given timeline as well as the detailed review of approval requests and travel expenses
• Provide information, arrange training in order your team is prepared
• Deliver Quarterly Business Reviews with the team as well as deliver quarterly business review to Management
• Attend customer and partner appointments and Sophos organised Events
• Substitution of colleagues within the Teamleads during holidays, illness and transition time

What You Will Bring:

• First working experience in a similar Leadership role with direct reports
• Direct experience in working with or selling to customers and through the Channel
• Experience conducting and presenting at on-site customer meetings and events
• Experience in the use of sales methodologies and strategies to influence and win customers
• Technical knowledge to understand customer IT infrastructures and place the appropriate strategy and solution
• Excellent communication skills
• Understanding of global acting organisations and structures and its dynamics
• Leadership skills
• Creativity
• Time management skills
• Presentation skills
• Flexibility, proactivity and self-motivation approach
• Conflict handling approach
• Work in a transparent matter

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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. 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 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.

Data Protection

If 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