Senior Territory Account Manager – SMB, Mid-Market
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Job Description
Senior Territory Account Manager in Mumbai for cybersecurity solutions at Sophos. Engaging directly with customers and building trusted relationships to deliver impactful solutions.
Responsibilities:
- Build and manage a robust sales pipeline across our SMB / Mid Market accounts
- Qualify opportunities with precision and forecast with confidence to meet and exceed your targets
- Lead full sales cycle from territory planning, demand generation, discovery, solution alignment, commercial closure, to long-term account expansion.
- Build strong executive relationships with CISOs, CIOs, and security leaders to understand business challenges and drive value-based selling.
- Collaborate with our Channel Sales team and partner ecosystem to expand reach and generate pipeline through indirect engagements.
- Work closely with Sales Engineers and channel partners throughout the sales cycle to ensure high customer satisfaction and strong adoption of Sophos technologies.
- Represent the brand at industry events, customer briefings, and strategic forums.
Requirements:
- 8 + years of professional experience, including at least 5 years in cybersecurity product sales within enterprise or mid-market segments
- Experience with new logo acquisition and farming of current accounts within 100 - 1000 seats.
- Proven success in prospecting and managing defined accounts within a designated territory, with a strong understanding of regional market dynamics
- Hands-on experience applying the MEDDPICC framework to qualify opportunities, improve forecasting accuracy, and drive complex deal closures
- You are adept at nurturing long-term relationships with existing and new customers, ensuring satisfaction and growth through upsell and cross-sell initiatives, expanding our solution adoption across customer accounts
- Good experience working with Salesforce as a CRM
- Strong collaboration experience by working seamlessly with the Sales, Marketing, Product, and Customer Support teams to align efforts and deliver exceptional customer outcomes
- Ability to provide regular updates on sales performance, pipeline health, and customer feedback to leadership, using data to inform strategy
- Direct and partner-driven sales experience
Benefits:
- Sophos operates a remote-first working model, making remote work the primary option for most employees.
- 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
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