Senior Territory Account Executive, Southern California

Sophos

. Create and manage sales opportunities with Sophos prospects and existing customers .

Posted 10/2/2026full-timeRemote • California • United StatesSenior💰 $83,000 - $138,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in sales within the cybersecurity domain, with a proven track record of exceeding quotas and building strategic relationships with C-level stakeholders. Proficient in managing the entire sales process, from lead generation to customer retention, while utilizing Salesforce CRM for accurate reporting and forecasting.

Highest-signal resume keywords

5+ Years Sales ExperienceCybersecurity Domain KnowledgeQuota AchievementSalesforce CRM ProficiencyC-Level Presentation Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Process ManagementLead GenerationAccount PlanningOpportunity Campaign ExecutionCustomer AcquisitionCustomer RetentionNegotiation SkillsForecastingSolution SellingChannel Sales Model Experience

Soft Skills

Strong Communication SkillsMultitaskingPrioritizationSelf-Starter MentalityRelationship Building

Tools & Technologies

Salesforce CRMSophos Business Tools

Industry Keywords

CybersecuritySales QuotaC-Level StakeholdersChannel PartnershipsSales Engineering

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Create and manage sales opportunities with Sophos prospects and existing customers
Meet and exceed individual contributor sales quota
Actively create and pursue leads and opportunities in the assigned territory
Drive new customer adoption, cross-sell opportunities, and high renewal rates
Build relationships with C-level customer stakeholders
Build relationships with channel and partner organizations
Identify customer solution requirements and engage Sales Engineering, Marketing, and Channel teams throughout the sales cycle
Qualify opportunities from research, internal sales teams, marketing campaigns, databases, reseller databases, and incoming evaluations
Maintain Salesforce CRM reporting and forecasting cadence
Maintain strategic partner relationships to support retention, cross-sell, and new business acquisition
Develop detailed knowledge of Sophos products, services, and competitors
Collaborate with presales security engineering, product teams, inside sales representatives, and channel partner resellers

Requirements

What you’ll need

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 account and opportunity campaigns
Track record of quota achievement and demonstrated career stability
Excellent presentation skills in a C-Level environment
Competitive, self-starter, hunter-type mentality
Experience managing the whole sales process, including customer acquisition, development, and retention
Experience building mutually beneficial business relationships in a 100% channel sales model
Strong written and verbal communication skills, with ability to influence and negotiate
Ability to quickly learn and adopt new approaches and techniques
Strong multitasking and prioritization skills
Ability to lead pre-sales engineers, inside sales, and BDR/SDR members
Travel to customer and partner sites required
Accurate forecasting using Sophos business tools
Legal authorization to work in the United States without employer sponsorship

Benefits

Comp & perks

Comprehensive benefits package
Remote-first working model
Employee-led diversity and inclusion networks
Annual charity and fundraising initiatives
Volunteer days
Global employee sustainability initiatives
Global fitness and trivia competitions
Global wellbeing days
Monthly wellbeing webinars and training