Senior Territory Account Executive(Melbourne)

About Us

Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos' complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other every day and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

The Senior Territory Account Executive (Senior TAE) will manage an assigned territory supporting the Mid-Market and Enterprise segments, selling directly to customers and fulfilling through the channel. You will proactively generate and pursue leads and opportunities to achieve sales quotas. You will be responsible for creating, executing, and maintaining a territory account plan, from prospecting to building and sustaining a consistent revenue pipeline. The assigned territories include South Australia, Tasmania, and Victoria

What You Will Do

- Generate a Mid-Market and Enterprise account sales pipeline, qualify opportunities, and accurately forecast pipeline activity in Australia.
- Engage in direct selling across multiple industries (i.e. Finance, Education & Manufacturing) within the Mid-Market and Enterprise segments.
- Achieve agreed quarterly sales targets
- Manage the entire sales process through to deal closure, driving high renewal rates and identifying cross-sell opportunities within the territory.
- Develop strong relationships with key buyers and influencers.
- Engage regularly with customers to understand their pain points, priorities, and business drivers, aligning Sophos solutions with customers' desired outcomes.
- Collaborate with the Channel Partners and Channel Sales team and partner community to create a robust pipeline through indirect engagement.
- Work closely with Sales Engineering and channel partners throughout the sales cycle to ensure high customer satisfaction and strong adoption of Sophos technologies.

What You Will Bring

- Experience in prospecting — working with defined accounts within an assigned territory.
- Direct and channel sales experience.
- Minimum of 5 years' experience selling to Mid-Market and Enterprise customers (101+ seats) within Australia.
- Sales forecasting experience — able to forecast opportunities and develop sales strategies to meet or exceed revenue targets.
- Strong account management skills — maintaining relationships with existing customers and ensuring their requirements are met.
- Proven collaboration skills — able to work closely with other members of the Sales team, as well as with Marketing, Product, and Customer Support teams, to ensure sales and marketing efforts are aligned to drive customer satisfaction.
- Ability to provide regular reports on sales performance, pipeline development, and customer feedback to Sales management.
- Experience in cross-selling.
- Ability to sell and set preferences for Sophos solutions, working and transacting through partners.

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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. For more information on Sophos' data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos

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