Job Specifications
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 Commercial Account Manager will drive both inbound and outbound sales for small to medium-sized businesses (0-250 users), focusing on New Logo (NNL) acquisition and Upsell (CUT) opportunities. This role involves executing sales strategies such as territory planning, pipeline management, account mapping, and partner development, while leveraging technical expertise to deliver impactful presentations, close deals, and foster growth.
What You Will Do
Selling NNL (New Logo) / CUT (Upsell) Business
Deliver clear, compelling presentations about Sophos' portfolio to both end users & partners
Provide a high-level presentation of Sophos Central, emphasizing key features and benefits
Achieve strong win rates in both New Logo and Upsell opportunities by successfully driving deals to closure
Generate new outbound opportunities through tools such as ZoomInfo and LinkedIn Navigator
Conduct thorough account reviews to identify Upsell (CUT) opportunities, leveraging existing relationships for growth
Create and execute targeted campaigns to drive new business and expand existing accounts
Consistently apply MEDDPICC and BANT frameworks to qualify and manage opportunities, ensuring efficient deal progression
Territory Planning
Identify and prioritize top customers and partners, focusing on both New Logo acquisition and Upsell opportunities
Recognize and act on opportunities for growth, ensuring strategic alignment with business goals
Analyze market trends, customer behavior, and historical data to develop tailored outreach strategies and maximize growth opportunities
Continuously refine your approach by monitoring key performance indicators (KPIs) and adjusting tactics to meet evolving business goals
Leverage a mix of outbound prospecting, account reviews, and targeted campaigns to ensure a steady pipeline of opportunities and achieve consistent sales performance
Align territory efforts with broader company objectives and collaborate with cross-functional teams to support seamless execution and optimize results
Channel Management
Understand and communicate the partner program, including discount levels, tier qualifications, and promotion pathways
Develop a strong knowledge of Managed Service Providers (MSPs) and how they fit into the sales strategy
Identify and engage the right partners to optimize business outcomes, ensuring the success and growth of both partners and customers
Account Mapping
Conduct strong account mapping sessions, speaking the language of Selects and using tools to drive New Logo (NNL) and Upsell (CUT) opportunities
Leverage account insights to tailor solutions and identify growth potential for existing accounts
Pipeline Hygiene
Maintain a healthy and well-qualified pipeline, utilizing MEDDPICC and BANT
Regularly update and manage the pipeline, ensuring accurate forecasting and a steady flow of opportunities
Forecasting
Proactively manage and forecast pipeline performance by developing clear, actionable gap plans to address discrepancies and ensure targets are met
Regularly assess the sales pipeline, adjusting forecasts based on real-time data, emerging opportunities, and market conditions
Leverage historical trends and current performance metrics to accurately project revenue and adjust strategies for optimal outcomes
Maintain close alignment with sales leadership to ensure forecast accuracy and transparent communication of potential risks or opportunities
Hold yourself accountable for achieving both short-term and long-term sales goals, ensuring alignment with monthly, quarterly and annual quotas and business objectives
Platform / S
About the Company
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...
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