Senior Territory Account Executive

6 days ago

Kuala Lumpur, Kuala Lumpur, Malaysia Sophos Group Full time

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 from phishing, ransomware, data theft, and other everyday 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.

As a Territory Account Executive for the Mid-Market Enterprise market, you will create and manage sales opportunities with Sophos prospects and existing customers to meet and exceed your individual contributor sales quota. You will work closely with presales security engineering resources, product teams, inside sales representatives, and our network of channel partner resellers to maximize Sophos business in your territory.

Please note that we cannot provide sponsorship for this role. We would also require you to be based in the KL area or willing to travel regularly to KL within Malaysia.

What You Will Do
  • Actively create and pursue leads and opportunities in the stated territory.
  • Drive new customer adoption, cross-sell opportunities, and high renewal rate in Malaysia.
  • Build relationships with key customer stakeholders, including C-level customer representatives.
  • Build relationships with key channel and partner organizations within your territory.
  • Identify customer's solution requirements and engage Sales Engineering, Marketing, and Channel to provide support throughout the sales cycle.
  • Qualify opportunities identified through research, internal sales teams, specific marketing campaigns, procured databases, reseller databases, and incoming evaluations to determine the size, value, structure, and business issues and make decisions as to whether the opportunity should be pursued.
  • Adhere to the Sophos CRM of choice (Salesforce) in line with the cadence set by Sophos management's reporting and forecasting standard.
  • Maintain relationships with existing strategic partners and work with them to ensure business retention and develop business growth through cross-selling and new business acquisition.
  • Develop and maintain detailed knowledge of Sophos products, services, and those of Sophos competitors to a high standard.
  • Build a territory plan to include GTM coverage and partner engagement.
What You Will Bring
  • 5+ years of software/hardware prior sales experience.
  • Proven ability to sell solutions/services and influence key decision-makers.
  • Cybersecurity domain knowledge.
  • Proven ability to plan and execute against account and opportunity campaigns.
  • A track record of quota achievement and demonstrated career stability.
  • Excellent presentation skills in a C-Level environment.
  • Competitive, self-starter, hunter-type mentality.
  • Managing the whole sales process, including customer acquisition, development, and retention.
  • Building mutually beneficial business relationships selling in a 100% channel sales model.
  • Strong written and verbal communication skills, with an ability to influence and negotiate.
  • Quickly learns and adopts new approaches and techniques.
  • Strong multitasking skills with an ability to prioritize competing deadlines.
  • Ability to lead team members, including pre-sales engineers, inside sales, & BDR/SDR members.
  • Travel to customer and partner sites required.
  • Accurate forecasting utilizing Sophos business tools.
  • English, written and spoken.

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. For more information on Sophos' data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos.

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