Territory Account Executive - Public Sales (m/f/d)

Germany

Sales - Inside Sales / Permanent / Hybrid

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 Territory Account Executive is responsible for generating profitable revenue from sales to customers within the public sector area in Germany, by selling with and through channel partners, primarily over the phone.

What You Will Do:

• Achieve bookings quota for all assigned accounts between 101 to 1000 IT users in a defined sector.
• Support channel sales activities in assigned territory (level of involvement may vary based on partner type)
• Work with partners to drive renewals within the defined sector. Ensure successful customer retention for both number of accounts and revenue
• Prioritize and support partner-generated opportunities
• Manage all opportunities in the assigned sector to increase deal size and accelerate the buying process
• Engage end customer, as necessary, to drive up deal value and close rates
• Log all activity to maintain accuracy of CRM/PRM and forecasting systems
• Maintain a detailed understanding of customer's business (pain points, priorities, business drivers, etc.) to appropriately align specific solutions to customer's needs
• Work with partners to consistently articulate Sophos' value proposition to customer to maintain and expand Sophos' business within assigned customer accounts
• Quoting of all non-NFR related inquiries of partners in assigned territory
• Responsible for forecasting weekly/monthly/quarterly business
• Occasionally attending partner sites to generate new business opportunities
• Substitution of colleagues within the sales team during holidays, illness, and transition time

What You Will Bring:

• Several years experience in a sales environment
• Experience in selling IT solutions
• Proven track record of achieving and exceeding territory sales quotas
• Experience in dealing with Public Sector customers
• Familiarity with CRM/PRM and forecasting systems
• Knowledge of territory characteristics and business environment
• Knowledge of software channel ecosystems
• Strong Negotiation skills
• Strong Presentation skills
• Strong Communication and Interpersonal skills
• Excellent telephone selling skills
• Ability to thrive in a team selling environment

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

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