(XL-035) Inside Territory Account Manager

Job Requisition Number: EMSLS357

Role Summary
As an Inside Territory Account Manager, you will be responsible for planning and executing strategic initiatives to develop and manage SMB customers that will be assigned, while bringing on board new ones, creating strong relationships and introducing Sophos products and services as the best security solutions for their needs. You will focus on direct touch, mainly over the phone/remotely, on end-user enterprise customers, both active and prospects, generating business in collaboration with our channel partners to exceed sales targets. Our office is located in Madrid, and it is expected that the person can reach it with relative ease.

What You Will Do

1. Work within the Spanish perimeter to capture and manage small and mid-enterprise customers with business opportunities for Sophos, ensuring the achievement of new business and product sales targets;
2. Build strong and fruitful networks, creating and influencing relationships within your customers and effectively position our solutions while ensuring successful customer retention from both number of accounts and revenue targets;
3. Maintain a detailed understanding of customer’s pains to appropriately align specific solutions to customer’s needs;
4. Deliver high-impact presentations and product demonstrations;
5. Manage end-to-end sales cycle, from lead opportunity identification, customer acquisition, development, and retention, with active and prospective BtoB clients, increasing the size of deals and accelerating the buying process;
6. Partner with other functions (Product, Engineering, Sales Ops, Legal, etc.) in developing winning value propositions and closing the deals;
7. Update customer database (Salesforce) with all relevant information to maintain accuracy on sales forecasting;
8. Effectively use financial metrics to meet your overall goal accomplishment and forecast your pipeline activity;
9. Develop appropriate knowledge of our solutions and those of our competitors.

What You Will Bring

1. Experience in proposing technical products and services in the ICT field; knowledge of cybersecurity products and services is highly preferred;
2. Previous experience in an inside sales role, focused on development and management of SMB accounts in collaboration with channel partners;
3. Ability to partner with the channel network to approach new business opportunities;
4. Strong telephone selling techniques and ability to hunt net new logo customers;
5. A proven sales track record on BtoB customers within an inside sales role;
6. Goal-oriented with the ability to exceed targets and KPIs;
7. Excellent communication, negotiation, and objection handling skills, with the ability to identify client’s needs and pains and to underline the value of Sophos product line to match the uniqueness of your customers;
8. Must be motivated, self-starter, and able to deal with ambiguity and work in a fast-paced environment;
9. Able to work independently as well as part of a team;
10. Knowledge of CRM tools; Salesforce knowledge is preferred;
11. Fluent in Spanish and English.

What’s Great About Sophos?
Our people are what makes Sophos special - we demonstrate shared vision, talent, innovation, and creativity, all of which are accompanied by a great sense of fun and team spirit. Employee-led diversity and inclusion groups that build community within Sophos and provide internal education and advocacy (e.g., Sophos Women in Tech group to improve gender parity, encourage gender-balanced leadership, and support career progression at Sophos). Sophos Environment Network and employee challenges to contribute to sustainability and reduce our environmental footprint. Annual commitment to charity and fundraising across our global sites and volunteer days for employees to give back to local communities. Global trivia competitions to keep our minds sharp. Global Mental Health days off work for all Sophos to help employees relax and recharge. Monthly employee wellbeing webinars and training to support employee health and wellbeing. Employee rewards and thanks, such as our free annual subscription to Calm.

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 that 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.