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:
1. Achieve bookings quota for all assigned accounts between 50 to IT users in a defined sector
2. Support channel sales activities in assigned territory (level of involvement may vary based on partner type)
3. Work with partners to drive renewals within the defined sector. Ensure successful customer retention for both number of accounts and revenue
4. Prioritize and support partner-generated opportunities
5. Manage all opportunities in the assigned sector to increase deal size and accelerate the buying process
6. Engage end customer, as necessary, to drive up deal value and close rates
7. Log all activity to maintain accuracy of CRM/PRM and forecasting systems
8. Maintain a detailed understanding of customer’s business (pain points, priorities, business drivers, etc.) to appropriately align specific solutions to customer’s needs
9. Work with partners to consistently articulate Sophos’ value proposition to customer in order to maintain and expand Sophos’ business within assigned customer accounts
10. Quoting of all non-NFR related inquiries of partners in assigned territory
11. Responsible for forecasting monthly/quarterly business
12. Attend partner sites to generate new business opportunities
13. Substitution of colleagues within the sales team during holidays, illness and transition time
What You Will Bring:
14. First years working experience in a sales environment
15. Experience in selling IT solutions
16. Proven track record of achieving and exceeding territory sales quotas
17. Familiarity with CRM/PRM and forecasting systems
18. Knowledge of territory characteristics and business environment
19. Knowledge of software channel ecosystems
20. Strong Negotiation skills
21. Strong Presentation skills
22. Strong Communication and Interpersonal skills
23. Excellent telephone selling skills
24. Ability to thrive in a team selling environment
25. Fluent German language skills (written and spoken)
#B1 #LI_MT1Ready 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. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship. · 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