Sales Executive- New Business
Up to £110K OTE (uncapped commission) + car allowance + benefits
Reference: WUK781
Please note: Applicants for this position must have authorization to work in the UK.Role
In this role, you will work with a small number of prospects in order to develop and maintain Sophos business and exceed sales targets. You'll focus on professional services businesses, managing the relationship, sales campaign, engagement plan and sales activity, developing prospect accounts to ensure that Sophos is the favoured solution.
You'll carry out research to identify opportunities in your account set to acquire and develop customers, qualifying in order to determine the size, value, structure and business issues of each opportunity. You'll call on opportunities (including cold calling), ensuring five client facing appointments per week, in which you will progress and sell Sophos solutions.
In addition to experience of selling into Professional Services and Retail businesses, you're likely to have worked within a commercial IT environment. You'll have experience of developing and executing against account and opportunity plans and managing the entire sales process, including customer acquisition, development and retention. As well as possessing the ability to persuade, influence and negotiate, you will quickly adapt to new environments, approaches and techniques to enjoy success in this challenging role.
This role is based at our headquarters in Abingdon, Oxfordshire, with extensive travel (UK). A full clean driving license is required for this role.
Main duties
- Develop and deliver plans to close sales into a focused set of accounts (prospects)
- Develop prospects in favour of the Sophos solution
- Carry out research into focus accounts, acquiring and developing new customers through appropriate qualification
- Solicit information and overcome objections to enable contact to be made with key decision makers
- Meet with 'C' level customer representatives to progress and sell Sophos solutions
- Identify requirements and engage Sales Engineering, Senior Sophos Management, Marketing and Channel to provide support throughout the sales cycle
- Provide win-loss analysis and recommendations to Enterprise Sales Manager
- Adhere to CRM (Pivotal) business systems and activity management standards, ensuring that all activity is logged and actively updated
- Provide accurate sales forecast information (within 10% of actual) to the Enterprise Sales Manager in line with the monthly forecast cycle
- Establish and maintain support mechanisms to make Sophos the easiest and preferred vendor to work with, actively removing barriers to that aim
- Drive customer satisfaction in partnership with the Existing Accounts team
Experience and skills
You will need to demonstrate experience of the following:
- Working within customer sales in a commercial IT environment
- Selling into Professional Services verticals
- Influencing senior decision makers ('C' level)
- Developing and executing against account and opportunity plans
- Managing the whole sales process, including customer acquisition, development and retention
- Account management for high value accounts (1,000 seats upwards)
- Accurate sales forecasting experience in a reseller based model
- Conflict handling and resolution
- Selling into complex organisational structures, including multiple-level selling
- Understanding of licensing and renewal dynamics
- Selling with a positive focus on the development of customer needs in the sales cycle
- Creating and delivering presentations to 'C' level audiences
Experience of the following is desirable:
- Working within the computer security market
- Involvement within marketing programmes
- Virtual team leadership
- Working with basic financial management/ business investment planning principles
Benefits
The remuneration package includes:
- Annual holiday entitlement of 25 days
- Group personal pension scheme
- Private medical insurance
- Critical illness insurance
- Death in service policy (life assurance)
- Permanent health insurance
- Travel insurance
- Personal accident cover
Working conditions at Sophos are very good and include:
- Subsidised staff restaurant
- Free beverages, fruit and pastries
