Role Summary
The Commercial Account Manager will drive 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.
Excellent communication skills in Spanish are required.
Fluency in English is preferred.
About Sophos
Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks.
The company has integrated Secureworks to expand its MDR, endpoint, network, email and cloud security portfolio.
Sophos sells through reseller partners, MSPs and MSSPs worldwide, defended by threat intelligence from Sophos X-Ops and the Counter Threat Unit (CTU).
Sophos is headquartered in Oxford, UK.
More information at
What You Will Do
- Deliver clear, compelling presentations about Sophos’ portfolio to end users and partners.
- Provide a high-level presentation of Sophos Central, emphasizing key features and benefits.
- Achieve strong win rates in New Logo and Upsell opportunities by driving deals to close.
- Generate new outbound opportunities using tools such as ZoomInfo and LinkedIn Navigator.
- Conduct thorough account reviews to identify Upsell opportunities, leveraging existing relationships.
- Create and execute targeted campaigns to drive new business and expand existing accounts.
- Apply MEDDPICC and BANT frameworks to qualify and manage opportunities.
- Identify and prioritize top customers and partners for New Logo and Upsell opportunities.
- Align territory efforts with business goals and collaborate with cross-functional teams.
- Understand and communicate the partner program, including discounts, tier qualifications, and promotions.
- Develop knowledge of MSPs and how they fit into the sales strategy; engage the right partners to optimize outcomes.
- Conduct account mapping sessions and use tools to drive New Logo and Upsell opportunities.
- Maintain a healthy, well-qualified pipeline and accurate forecasting.
- Forecast pipeline performance and develop gap plans to address discrepancies and meet targets.
- Leverage historical trends and current metrics for revenue projection and strategy adjustment.
- Maintain alignment with sales leadership and ensure transparent communication of risks or opportunities.
- Meet short- and long-term sales quotas and business objectives in coordination with leadership.
- Utilize Salesforce to manage relationships, track pipeline, and report activities.
- Leverage Power BI and Clari for data analysis and forecasting.
- Commit to continuous learning through internal training and new platform features to optimize performance.
What You Will Bring
- Proven experience in New Logo (NNL) acquisition: identifying, prospecting, and closing new business with 0-250 users.
- Experience using ZoomInfo and LinkedIn Navigator to generate leads and build a pipeline.
- Strong outbound selling skills to expand the customer base and achieve New Logo goals.
- Excellent written and verbal communication, with ability to engage customers and build rapport.
- Deep understanding of MEDDPICC and BANT methodologies and applying them to qualify and close deals.
- Demonstrated success in territory planning and account mapping for New Logo and Upsell.
- Ability to thrive in a fast-paced, results-driven environment; strong partner relationship skills.
- Self-motivated with a proven track record of meeting or exceeding sales targets.
- Strong prioritization and time management to handle high volume of meetings and tasks while driving New Logo and Upsell with partners.
What’s Great About Sophos
- Remote-first working model (some roles may be hybrid).
Applicants must have legal authorization to work without employer sponsorship where the position is posted.
- Strong culture of innovation, collaboration, and team spirit.
- Employee-led diversity and inclusion networks, charitable initiatives, and volunteering.
- Global sustainability initiatives and wellbeing programs.
Our Commitment To You
We’re committed to equality of opportunity and a diverse, inclusive environment.
All applicants will be treated fairly in accordance with the law regardless of gender, race, religion, disability, pregnancy, or sexual orientation.
If you need adjustments in the recruitment process, please let us know.
Data Protection
If you share your CV or personal details with Sophos, these will be held for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding opportunities.
To delete or update your details, follow the steps in the Privacy Policy.
Seniority level
Not Applicable
Employment type
Full-time
Job function
Sales and Business Development
Industries
Software Development
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