-Conduct research to identify opportunities in the target market to acquire and develop customers -Qualify opportunities identified through research, internal sales teams, specific marketing campaigns, procured databases, reseller databases and incoming evaluations to determine the size, value, structure and business issues and make decision as to whether the opportunity should be pursued. -Solicit information and overcome objections to enable contact to be made with key decision makers -Call on opportunities (to include cold calling) to enable activity rates of six client facing appointments per week -Meet with C level customer representatives to identify threats and sell Sophos solutions -Identify requirements and engage Sales Engineering, Marketing and Channel to provide support throughout the sales cycle -Provide win-loss analysis and recommendations on key opportunities to Enterprise Sales Manager for escalation to the Senior Management team. -Adherence to CRM (Pivotal), business systems and activities -Ensuring all activity is logged and accurately updated -Provide accurate sales forecast information (within 10% of actual) to the Enterprise Sales Manager in line with the monthly forecast cycle. -Regularly identify opportunities for the team to improve efficiency -Assist in development of other team members through coaching when appropriate to up-skill the team -Attend Corporate marketing events to promote Sophos to existing and potential customers -Establish and maintain support mechanisms to make Sophos the easiest and preferred vendor to work with and actively remove barriers to that aim, driving a positive impact in customer satisfaction -In partnership with the Existing Accounts team, drive customer satisfaction and additional business opportunities for Sophos

-Preferably Degree educated or equivalent -Customer sales in a commercial IT environment -Influencing senior decision makers (C level) -Developing and executing against account and opportunity plans -Managing the whole sales process, including customer acquisition, development and retention -Account management of high value accounts (1000 seats upwards) -Accurate sales forecasting experience in a reseller based business model. -Conflict handling and resolution -Selling into complex organisational structures including multiple level selling -Licensing and renewal dynamics -Creating and delivering presentations to C Level audiences