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 / Systems Knowledge - Utilize Salesforce to manage customer relationships, track pipeline progress, and report on sales activities. - Leverage Power BI and Clari for data analysis, performance tracking, and sales forecasting. - Commit to continuous learning and upskilling by staying up to date on internal training programs, new platform features, and best practices to optimize platform usage and sales performance.