Senior Account Executive- Public Sector

Role Summary

The Public Sector Senior Account Executive will manage an assigned territory, focusing on the 500+ employee segment, selling directly to Public Sector customers (including K-12, Higher Education, State and Local Government, and Tribal Nations) and fulfilling through the channel. You will actively generate and pursue leads and opportunities to achieve new business sales quotas. You will create, execute, and maintain the territory account plan from prospecting to building and maintaining a constant revenue pipeline.

What You Will Do

• 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 disseminateaccurate and relevant prospect information using , 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.

What You Will Bring

In the United States, the base salary for this role ranges from $94,500 to $157,500. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs. #Li-remote#B2#LI-FC2 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?