Enterprise Sales Director, EMEA West

About Us

Sophos is a worldwide leader and innovator of advanced cybersecurity solutions, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies that help organizations defeat cyberattacks. As one of the largest pure-play cybersecurity providers, Sophos defends more than 500,000 organizations and more than 100 million users globally from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through its cloud-based 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, turnkey 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  

Job Purpose

Responsible for driving performance across sales teams covering France and Benelux, ensuring sales targets are met and identifying opportunities for sales growth and development, including the operational capabilities of the France & Benelux Enterprise team. Able to build and drive strategies on effective marketing and sales techniques to boost revenues following market trends and customer demands. Working closely with marketing and support teams to expand customer base reach and attract customers and partners for potential business partnerships. The incumbent will drive Enterprise and Territory account managers, working across commercial and public sector enterprise organisations.

Key to the success of this role is relevant and demonstrable change management expertise and experience as Sophos moves its go to market strategy from entirely channel focused to a customer success model. The incumbent should possess a real growth mindset supporting their sales teams move to a more direct touch end-user customer model, in a Services led business including MDR, MSP, Next Gen, etc. Further, successfully enabling a model of partnering with (global) Channel and Sales Engineering teams who do not have a direct reporting line.

• Relationship management across Corporate and Public Sector Customers across local markets
• Net New Logos wins – key in succeeding annual growth expectations and growing annual recurring revenue in the West Enterprise Tier
• X-sell and Upsell in existing customer base - expanding product portfolio in customer base through cross-sell, upselling Next Gen technology to customers using traditional Sophos technology, management of license true-ups
• Management of customer renewals (this includes upselling to Next Gen technology where applicable).
• Collaboration with Sophos partner community is key to developing whitespace territories.

• Develop a growth mind set and year on year growth.
• Enable the team to aggressively prospect, identify, qualify, and develop pipeline.
• Ensure internal cross-functional collaboration to drive customer satisfaction in Enterprise accounts.
• Strategically analyze industry trends and performance metrics to drive execution and accelerate results.
• Effectively develop and monitor accurate Enterprise sales forecast.
• Create initiatives and programs to drive cross sell/upsell and incremental new business sales working at a strategic level with Global and, regional business units.
• Increase revenues throughout the customer lifecycle, providing superior leadership, guidance, and specialized knowledge to champion the key accountabilities and business operational strategies.
• Drive the Operational Enablement, Analytics and Process Improvement teams to continuously improve the velocity and quality of our customer conversations.
• Develop high quality Retention, Acquisition and Sales strategies, through benchmarking, process improvement, best practice understanding – to drive Priorities To Improve (PTI’s) for the Enablement, Analytics and Process Improvement teams.
• Work collaterally with the Vice Presidents, Directors and senior management to deliver best in class sales performance aligning to the strategic direction of Sales, aligned with the Channel partner sales teams
• Partners with global channel and sales engineering organisations; ensuring there is a shared understanding of goals and objectives in both directions.
• Connect Sophos initiatives to deliver a better customer experience.
• Maintain and understand latest thinking on developing centralized sales operations and be accountable for the delivery of all performance objectives and scorecards for the business.
• Ensure that business objectives are met, and changes are anticipated.
• Driving frameworks to support business optimization and operational excellence.
• Develop a culture of self-learning and individual development.
• Execute an integrated operating calendar/ scorecard, Sophos wide weekly/monthly/quarterly.
• Ensure that the organization can deliver sustainable growth, making sure that the model best reflects the business opportunity.
• Monitor measure and track all development activity, ensuring alignment with overall increase in targets.
• Ensure that agreed business targets are met (in terms of market share, revenue, client satisfaction and profitability), providing specialized counsel and direction on fixing complex business issues.
• Maintain an extensive network of Sophos business partners, ensuring appropriate communication is undertaken in a timely manner.

• Demonstrable experience of driving and appetite for implementing change and a growth mindset.
• Proven track-record in midmarket enterprise engagements specialising in sales and renewals activity for complex Software/IT solutions, ideally Cyber Security.
• Experience of managing Hunter and Farmer Sales, a Channel facing team and a Renewals function is preferred with ideally experience of managing teams in excess of 12 headcount and $50m Revenue.
• Experience of managing a complex Customer facing organization with multiple Lines of Business is a must.
• A proven and compelling Business Improvement track record must be clearly demonstrated, particularly selling to a broad range of business customers.
• Strategic thinker with ability to transform into executable plans and tactics to drive continuous high growth.
• As a sales and customer-centric leader he/she has the proven ability to generate revenue streams, with a strong understanding of what it takes to conduct business successfully in West region.
• Ability to build and develop tight and long-lasting links with “C-level” customers, multi-channels, partners, and other market influencers.
• Proven personal experience in establishing revenue growth while concurrently growing company market share and gross margin.
• Ability to understand customer requirements and translate these into profitable solutions for both the customers and the company.
• Experience in having managed an aggressive high energy External Sales and/or Channel partner sales function.
• Presence, credibility, and charisma allied to strong influencing, negotiation, and leadership skills with the ability to thrive in a changing, complex, multi-cultural global matrixed organization.
• The ideal candidate must have strong leadership attributes, people development skills, deep understanding of the various cultures and modes of operations across the West Region.
• At a deeper level, this person shines at seeing the bigger picture, balancing long term needs against short term gains and will take the lead in shaping the culture, behaviours, passion, and energy of the West team.
• Fluent English and French is a must and Dutch language would be a plus.

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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

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