sophos - Territory Account Executive - Eastern Europe

• Achieve bookings quota & KPIs for all accounts in the assigned territory • Generate new business, cross & upsell through cold calling & call outs, create action plan and consistently work and drive activities in your territory • Manage the entire customer engagement process, from customer requests coming through channel partners to development and retention • Engage and enable joint selling with channel partners • Work closely with channel partners in order to work on their opportunites and requests and expand their customer base • Regularely interact with internal Channel Teams to plan, work and discuss Pipeline • Consistently articulate Sophos’ value proposition to customers in order to maintain and expand Sophos’ business within assigned customer accounts • Work on Sophos generated Leads & Opportunities meeting internal SLAs • Proactivley engage Sales Engineers in appropiate opportunities • Successfully implement our sales methodology ‘BaseLine Selling’ as well as MEDDPICC in your daily business calls with end customers & partners • Ensure Pipeline Management is accurate for the current and quarters ahead meeting internal SLAs • Participation at internal education and training programs • Maintain good knowledge of the IT security market & competition • Analyse territory performance based on Management key metrics and Business Planning Tool (e.g. activity planning, revenue, % un-renewed rate, pipeline, won/loss, product growth etc…) • Deliver quarterly business review to Management • Provide timely and accurate sales forecasts • Log all activity to maintain accuracy of CRM and forecasting systems & meet internal SLAs • Handling of administrative tasks e.g. Quoting, CRM data cleaning • Willingness to travel and meet customers on site • Attend Sophos or Partner organised events • Substitution of colleagues within the sales team during holidays, illness and transition times • Orchestrate cross-functional internal teams, including Customer Success,Renewal Team, Sales Engineers, and Channel Team, to meet renewal rate KPIs and drive Expansion business