• Prospect into large Fortune 1000 companies while running an efficient sales process • Maintain, build and own specific relationship maps for your territory including existing relationships and aspirational contacts • Develop a deep comprehension of customer's business • Negotiate favorable pricing and business terms with large commercial enterprises by selling value and ROI • Handle existing customer expectations while expanding reach and depth into assigned territory • Demonstrate resourcefulness when faced with challenges that defy easy solution • Have intuitive sense of necessary steps to close business and gain customer validation • Identify robust set of business drivers behind all opportunities • Ensure high forecasting accuracy and consistency

• Own your territory like a business: develop and execute a strategic territory plan. • Generate Mid-Market accounts sales pipeline, qualifying opportunities, and forecasting pipeline. • Achieve agreed quarterly sales goals through management of the sales process. • Partner closely with the Renewals team to ensure a seamless customer experience at contract renewal. • Engage with prospects and customers to understand their business pain points, aligning Sophos solutions to outcomes. • Work with the Channel Sales team to build pipeline through indirect engagements. • Collaborate with sales engineering and channel partners to achieve customer satisfaction.

• Develop relationships at all levels across partners to drive revenue growth and profitability. • Build and execute business plans that identify, develop and close incremental opportunities to deliver outstanding growth for the partner and Sophos. • Enable partners to take full advantage of Sophos comprehensive solution and services portfolio to improve their customer’s security protection and response. • Directly support partners qualify and close complex customer deals, engaging wider sales and sales engineer teams where required, gather insights to ensure accurate business forecasting. • Own and manage the frequent joint business review, and planning process between Partners’ and Sophos decision makers, incl. clearly defined KPI’s and SMART goals with agreed outcomes. • Collaborate to develop marketing plans with partners to drive incremental sales pipeline ensuring high return on investment from activities like lead gen campaigns and events. • Coordinate the involvement of Sophos staff, including product management, sales, SE, marketing, support, service and management resources to meet partner performance objectives and partner expectations. • Drive high renewal rates by ensuring partners focus on their renewals and build an engagement plan to align Sophos and Partner teams, identify new business and cross sell opportunities. • Ensure the Sophos Sales Centre of Excellence is proactively engaged to manage processes to progress and close of sub 100 user opportunities. • Motivate, educate and ensure Partner sales and technical staff are go-to-market ready, provide access to certification and training materials and develop an enablement plan.

• Own a book of business within the Commercial segment, managing opportunities from discovery through close • Convert inbound demand into new customers through thoughtful discovery and clear value articulation • Build outbound pipeline by identifying and engaging prospective customers who can benefit from Tremendous • Manage a steady pipeline of opportunities across multiple industries and use cases • Run efficient sales cycles while ensuring a strong customer experience • Maintain accurate pipeline forecasting and CRM hygiene • Partner closely with SDRs, Marketing, and Customer Success to support customer acquisition and expansion • Identify patterns in successful deals and share insights that help improve our broader sales motion • Continuously refine your approach based on data, feedback, and experimentation