About Us
Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through the Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.
Role Summary
Lead the Sales Engineering function to provide commercially focused technical expertise, day to day management, advice and training in support of the sales drives and targets.
What you will do
- Recruit, manage and mentor a team of sales engineers and/or technical sales team(s) supporting both inside and field-based direct and channel sales teams, including group and individual performance and productivity; ensure that company/department strategy/goals/decisions are clearly understood
- Monitor and oversee all Product Portfolio Sales Engineering activity and provide input and contribution to channel and strategic account sales
- Prioritise and allocate team resources to ensure the sales opportunities are resourced correctly and sales targets met or exceeded
- Identify the technical training needs of each of the sales teams and ensure these are met using Sales Engineering, Product Management and Sales Engineering resources.
- Own and manage the process for capturing customer feedback on products and completive positioning for the Sales team.
- Own the feedback on sales product requirements and technical issues to both Product Management and Engineering, through both regular formal meetings and informal ad-hoc meetings.
- Define the long-term strategic direction and the yearly plan for Sales Engineering, gaining input from the Sales Management Team and agreement from the VP Sales Engineering EMEA.
- Act as the technical facilitator and contact on key accounts and deals identifying Sophos resources & Sales Engineering resources, to ensure that technical issues are identified and resolved.
- Represent Sophos as the product champion and technical expert at events and activities to support the Sales & Marketing Team, including delivering of presentations and acting as a product/technical spokesperson.
- Identify and monitor KPIs for the Sales Engineering to give clarity on activity levels, impact, effectiveness, performance against targets
- Build on and establish where Sales Engineering resources are best targeted in the sales cycle and sales opportunities, agreeing these with the Sales Management Team.
- Identify, define and implement process and systems improvements that can improve the effectiveness of Sales Engineering drawing on all the resources available within the business.
- Ensure that the Sales Engineering process improvements are embedded into the overall Sales processes, working with the Sales Operation Management to understand the impact and enable this to happen
- Manage the Sales Engineering budget, forecast and plan– identifying what is needed (staff, capital, training etc) and anticipated return on investment, in agreement with the VP Sales Engineering.
- Ensure the appropriate mixture of skills and seniority of staff within group identify key performers and address poor performance; Identify the future needs of the group
- Identify virtual team resources ((e.g. MSP, MDR, SMB) to understand their goals and objectives. Ensure there is day to day alignment and coordination with the local SE team. Make them part of the Sophos SE community in the region.
What you will bring
- Excellent Leadership skills
- Experience managing a Sales Engineering team or other technical sales team.
- Ability to build and lead a team, establishing and exceeding objectives
- Successfully deliver sales revenue through technical sales or Sales Engineering
- Ability to be hands-on, working directly with prospects and customers, handling technical requirements and configuration issues
- Excellent presentation, verbal and written communications skills
- Ability to discuss and understand complex technologies, and how they interact with customer environments
- Experience of operating in a complex software technology-based organisation
- Working large opportunities (EUR100K+), strategic sales process
- Management – hiring, managing performance, reviews, budgeting and planning
- Process development, collecting and refining metrics
- Working with and supporting channel partners to help drive revenue
- Presenting technical and product information to support sales activity
- Influencing the direction of product or service strategies
- Software experience selling to Enterprise clients
- Technical background within messaging or security space
- Operated as part of senior management team
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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. Please refer to the location details in our job postings for further information.
· 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 applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.
Data Protection
If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos’ data protection practices, please contact [email protected].
