• The Field Account Executive position is responsible for new account penetration and sales growth in an assigned territory. • Position is required to build professional sales relationships with assigned customers in all channels of distribution. • The Account Executive position will utilize a consultative selling style that operates independently on a daily basis. • Opportunities for advancement to a Senior Account Executive Sales role are available after establishing a track record of success in this position. • Responsible for formulating and executing an effective call cycle plan to grow territory business; Account Executive will prepare account business plans with their Regional Director. • Develop new business within geographic territory. • Maintain technical proficiency with CVI products and competitive products.

• Develop relationships at all levels across the partner to drive revenue growth and profitability; particularly for MSP and Managed Detection and Response (MDR). • Gain a detailed understanding of the partners business, investment areas, and profitability factors to positively influence the joint business plan, that drives incremental opportunities to deliver outstanding growth for the partner and Sophos. • Strong analytical skills, and demonstrated ability to turn detailed data analysis into useful strategic insight in order to drive customer adoption and make appropriate recommendations to the business - Establish ways to measure and track metrics related to adoption of our solutions and to make improvements to the approach based on those measurements. • 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 to qualify and close complex customer deals, engaging wider sales and sales engineer teams where required to gather insights and 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, services 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. • 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.

• Generate Mid-Market accounts sales pipeline, qualifying opportunities, and accurately forecasting pipeline. • Achieve agreed quarterly sales goals. • Manage the sales process through closure of the sale, driving high renewal rate and cross-sell opportunities in territory. Develop strong relationships with key buyers and influencers. • Engage with customers regularly to understand their business pain points, priorities, business drivers, to align Sophos solutions to customer’s desired outcomes. • Work with Channel Sales team and partner community to create pipeline through indirect engagements. • Collaborate with sales engineering and channel partners throughout the sales cycle to achieve high levels of customer satisfaction and high adoption of Sophos technology.

• Work full cycle deals from demo complete to close. • Research and target companies using prospecting tools. • Build and manage a pipeline. • Learn and demonstrate our platform to new prospective customers. • Negotiate contracts • Record and document all sales activities in Salesforce.com. • Successfully utilize all sales tech tools.