Senior Enterprise Account Executive, UK Public Sector

About Us

Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.

Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.

Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

As a Senior Enterprise Account Executive will sell to and manage relationships with named end user accounts within the UK Public Sector of 1001+ users, fulfilling through the channel. You will actively generate and pursue opportunities to achieve sales quotas. With customers you will create and implement strategic account plans focused on attaining enterprise-wide deployments of Sophos products and services.This role will focus on UK Public Sector customers principally around the London and South of England but potentially across the UK

What You Will Do

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• Generate Enterprise account sales pipeline, qualifying opportunities, and accurately forecasting pipeline from current and net new customers.
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• Manage the sales process through closure of the sale, continued development and retention.
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• Achieve agreed quarterly sales goals and develop strong relationships with key decision makers and influencers in Enterprise Accounts and leverage these during the sales process.
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• Execute a planned cadence of engagement with key strategic customers, with monthly or quarterly minimums, and put detailed strategic account plans in place where appropriate.
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• Maintain a detailed understanding of strategic customer accounts’ business to align Sophos solutions to the customer’s desired cybersecurity and business outcomes.
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• Work with your Enterprise Sales Engineer, MDR Sales Specialist for complex MDR opportunities and Customer Success for the most strategic accounts.
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• Negotiate terms of business with customers to achieve high levels of customer satisfaction and engagement, and high adoption of Sophos technology.
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• Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.
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• Work with Channel Sales team and partner community to create pipeline through indirect engagements.

What You Will Bring

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Business acumen: Ability to identify opportunities with the highest and most competitive pay back for Sophos.

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Drives for results: Pursues everything with a sense of urgency. Does not give up even in the face of resistance or setbacks.

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Interpersonal skills: Engages easily and uses effective questioning and active listening to gather relevant information. Excellent communication and relationship-building skills up to C-Level

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Outcome-based thinking: Focuses on understanding desired outcomes and showing value for Sophos, partners, and customers.

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Ability to work independently and navigate complex sales cycles

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A hunter mindset and proven track record of selling Cybersecurity solutions directly or through Partners

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Experience of selling into UK Public Sector including Local and Central Government with knowledge of Public Sector specific requirements highly advantageous

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Proficiency in Salesforce (CRM) and sales forecasting tools (CLARI)