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Public Sector Account Manager

4 months ago

Remote, Oregon, United States Sophos Full time

About Us

Sophos is a worldwide leader and innovator of advanced cybersecurity solutions, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies that help organizations defeat cyberattacks. As one of the largest pure-play cybersecurity providers, Sophos defends more than 500,000 organizations and more than 100 million users globally from active adversaries, ransomware, phishing, malware, and more. Sophos' services and products connect through its cloud-based Sophos Central management console and are powered by Sophos X-Ops, the company's cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed, turnkey security solutions. Customers can also manage their cybersecurity directly with Sophos' security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos' services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at

Role Summary

The Public Sector Account Manager will sell and manage relationships with U.S. Public Sector end users, fulfilling through the channel. This is an inside sales position that will partner with and support the Public Sector Account Executive for your assigned territory.

In this role, you will actively generate and pursue both renewal and new opportunities to achieve sales quotas.

What You Will Do

  • Take the lead on administrative account needs, such as quoting, tech support escalations, professional services bookings and customer licensing cases
  • Support Public Sector Account Executive on customer/prospect calls, including taking the lead on calls as needed
  • Collaborate with and support Account Executives with all sales activities for assigned territories, including planning and execution
  • Manage the entire customer engagement process, from customer acquisition todevelopment and retention
  • Achieve bookings quota, new business, and product targets with a focus on Up-Sell and Cross-Sell opportunities
  • Work with your Sales Engineer, Technical Support, and Customer Success for the most strategic accounts
  • Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.
  • Collaborate with and leverage internal teams, as needed, to ensure customer satisfaction
  • Manage accurate account information in CRM and forecasting systems
  • Collaborate with channel partners, and take individual initiative, in lead/pipeline generation of new opportunities within prospect and customer accounts
  • Maintain a detailed understanding of strategic customer accounts' business to align Sophos solutions to the customer's desired cybersecurity and business outcomes.
  • If needed, travel to your assigned territory to visit with customers, prospects and partners.

What You Will Bring

  • Strong knowledge in selling technology solutions
  • Experience using Salesforce and demand generation tools
  • Track record of developing and managing a pipeline of business
  • Strong strategic and tactical account planning
  • Proven track record of achieving and exceeding sales quotas
  • A drive for results, even in the face of resistance or setbacks
  • The ability to engage easily and use effective questioning and active listening to gather relevant information
  • Outcome-based thinking focused on understanding desired outcomes and showing value for Sophos, our partners, and our customers.

In the United States, the base salary for this role ranges from $34,000 to $62,000. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate's specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.

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. If you have any questions about Sophos' data protection practices, please contact