• Take ownership of an Enterprise territory of both large publicly listed and privately held accounts, driving growth with both new logo acquisition and existing logo expansion • Operate from Amsterdam • Report directly to our Area Director EMEA as an individual contributor. • Become a trusted advisor to prospect accounts and existing customers, showcasing your industry expertise and high EQ • Link AuditBoard's leading technology to robust business cases that secure CFO approval and Executive Sponsorship • Collaborate with Sales Engineering, Demand Generation, and Business Value Consulting, throughout your sales cycles • Create opportunities using innovative ideas and new techniques, tools, joint field marketing initiatives, trade shows, and partners • Collaborate with our Big 4 Alliance partners to build strong, mutually beneficial relationships that focus on customer-centric outcomes • Win deals through meticulous planning and preparation, adopting a consultative approach to solving real business problems, alongside flawless execution of legal and IT security negotiations/onboarding

• Achieve bookings quota & KPIs for all accounts in the assigned territory • Generate new business, cross & upsell through cold calling & call outs, create action plan and consistently work and drive activities in your territory • Manage the entire customer engagement process, from customer requests coming through channel partners to development and retention • Engage and enable joint selling with channel partners • Work closely with channel partners in order to work on their opportunities and requests and expand their customer base • Regularly interact with internal Channel Teams to plan, work and discuss Pipeline • Consistently articulate Sophos’ value proposition to customers in order to maintain and expand Sophos’ business within assigned customer accounts • Work on Sophos generated Leads & Opportunities meeting internal SLAs • Proactively engage Sales Engineers in appropriate opportunities • Successfully implement our sales methodology ‘BaseLine Selling’ as well as MEDDPICC in your daily business calls with end customers & partners • Ensure Pipeline Management is accurate for the current and quarters ahead meeting internal SLAs • Participation at internal education and training programs • Maintain good knowledge of the IT security market & competition • Analyse territory performance based on Management key metrics and Business Planning Tool (e.g. activity planning, revenue, % un-renewed rate, pipeline, won/loss, product growth etc…) • Deliver quarterly business review to Management • Provide timely and accurate sales forecasts • Log all activity to maintain accuracy of CRM and forecasting systems & meet internal SLAs • Handling of administrative tasks e.g. Quoting, CRM data cleaning • Willingness to travel and meet customers on site • Attend Sophos or Partner organised events • Substitution of colleagues within the sales team during holidays, illness and transition times • Orchestrate cross-functional internal teams, including Customer Success, Renewal Team, Sales Engineers, and Channel Team, to meet renewal rate KPIs and drive Expansion business

• Set appointments with and present our commercial electronic security products and services to national and large regional accounts • Combine a hunter’s drive to gain new accounts and attract market share with strong and dynamic relationship-building talents • Be highly organized and detail oriented, with exceptional presentation, communication, and interpersonal skills

• Demonstrate an intimate understanding of Wiz Cloud Security Solutions and their value to our customers • Demonstrate ability to position and advise to CISO level executives with industry Point-of-View business insights; Continue to listen, build and grow executive relationships with customers • Develop and close business to consistently meet or exceed quarterly sales quotas, in a way that reflects Wiz values • Align with Wiz partner ecosystem to optimize market opportunity • Maintain accurate pipeline management with expert-level forecasting • Build effective working relationships with Solutions Engineering, Customer Success, Product, Marketing, Delivery, and Executive teams to ensure strategy alignment and achieve company objectives