Senior Territory Account Executive (Malaysia)

About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.   Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.   Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com. Role Summary As a Malaysia-based Sophos sales team member, you will manage relationships with a group of high-value Sophos customers and prospects to develop and maintain the Sophos business while exceeding your sales targets. You will work closely with Sales Engineering, Channel, and Marketing team members.  What You Will Do • Actively create and pursue leads and opportunities in the stated territory with the goal of selling Sophos solutions to achieve and exceed agreed sales targets. • 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 decide whether the opportunity should be pursued. • Manage renewal, cross-sell, and new logo opportunities. • Build relationships with key customer stakeholders, including C-level customer representatives. • Build relationships with key channel and partner organizations within your territory. • Identify customers’ solution requirements and engage Sales Engineering, Marketing, and Channel teams to provide support throughout the sales cycle. • Maintain dedicated weekly adherence and commitment to the Sophos CRM of choice (Salesforce) in line with the cadence set by Sophos management reporting and forecasting standards. • Provide accurate sales forecast information at all times to sales management • Collaborate with the Sophos team and contribute to the development of other team members through coaching and, when appropriate, upskilling them. • Attend corporate and marketing events to promote Sophos to existing and potential customers • Limited travel may be required occasionally to attend out-of-state events or internal sales training. • Establish and maintain support mechanisms to make Sophos the easiest and preferred vendor to work with, actively removing barriers to that goal and driving a positive impact on customer satisfaction. • In partnership with existing teams, drive customer satisfaction and identify additional business opportunities for Sophos whenever possible. What You Will Bring • Preferably degree-educated or equivalent • 5–10 years of software/hardware sales experience (preferred) • Cybersecurity domain knowledge (preferred but not mandatory) • Experience influencing senior decision-makers (C-level) • Proven ability to develop and execute account and opportunity plans • Expertise in managing the entire sales process, including customer acquisition, development, and retention • Account management experience with high-value Sophos accounts • Accurate sales forecasting experience in a reseller-based business model • Strong conflict-handling and resolution skills • Experience selling into complex organizational structures, including multi-level selling • Understanding of licensing and renewal dynamics • Ability to create and deliver presentations to C-level audiences #AB1 #LI-Remote #B2 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. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship. ·   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…