Offer summary

Qualifications:

Proven experience in New Logo acquisition and upselling for small to medium-sized businesses., Strong communication skills in Spanish, with fluency in English preferred., Familiarity with sales methodologies such as MEDDPICC and BANT., Experience using tools like ZoomInfo and LinkedIn Navigator for lead generation..

Key responsibilities:

Drive inbound and outbound sales focusing on New Logo acquisition and Upsell opportunities.

Deliver presentations about Sophos’ portfolio to end users and partners.

Conduct account reviews to identify growth opportunities and execute targeted campaigns.

Maintain a healthy sales pipeline and forecast performance accurately.

Job description

Role Summary

The Commercial Account Manager will drive both inbound and outbound sales for small to medium-sized businesses (0-250 users), focusing on New Logo (NNL) acquisition and Upsell (CUT) opportunities. This role involves executing sales strategies such as territory planning, pipeline management, account mapping, and partner development, while leveraging technical expertise to deliver impactful presentations, close deals, and foster growth. Excellent communication skills in Spanish are required. Fluency in English is preferred.

What You Will Do

Selling NNL (New Logo) / CUT (Upsell) Business

Deliver clear, compelling presentations about Sophos’ portfolio to both end users & partners.

Provide a high-level presentation of Sophos Central, emphasizing key features and benefits.

Achieve strong win rates in both New Logo and Upsell opportunities by successfully driving deals to closure.

Generate new outbound opportunities through tools such as ZoomInfo and LinkedIn Navigator.

Conduct thorough account reviews to identify Upsell (CUT) opportunities, leveraging existing relationships for growth.

Create and execute targeted campaigns to drive new business and expand existing accounts.

Consistently apply MEDDPICC and BANT frameworks to qualify and manage opportunities, ensuring efficient deal progression.

Territory Planning

Identify and prioritize top customers and partners, focusing on both New Logo acquisition and Upsell opportunities.

Recognize and act on opportunities for growth, ensuring strategic alignment with business goals.

Analyze market trends, customer behavior, and historical data to develop tailored outreach strategies and maximize growth opportunities.

Continuously refine your approach by monitoring key performance indicators (KPIs) and adjusting tactics to meet evolving business goals.

Leverage a mix of outbound prospecting, account reviews, and targeted campaigns to ensure a steady pipeline of opportunities and achieve consistent sales performance.

Align territory efforts with broader company objectives and collaborate with cross-functional teams to support seamless execution and optimize results.

Channel Management

Understand and communicate the partner program, including discount levels, tier qualifications, and promotion pathways.

Develop a strong knowledge of Managed Service Providers (MSPs) and how they fit into the sales strategy.

Identify and engage the right partners to optimize business outcomes, ensuring the success and growth of both partners and customers.

Account Mapping

Conduct strong account mapping sessions, speaking the language of Selects and using tools to drive New Logo (NNL) and Upsell (CUT) opportunities.

Leverage account insights to tailor solutions and identify growth potential for existing accounts.

Pipeline Hygiene

Maintain a healthy and well-qualified pipeline, utilizing MEDDPICC and BANT

Regularly update and manage the pipeline, ensuring accurate forecasting and a steady flow of opportunities.

Forecasting

Proactively manage and forecast pipeline performance by developing clear, actionable gap plans to address discrepancies and ensure targets are met.

Regularly assess the sales pipeline, adjusting forecasts based on real-time data, emerging opportunities, and market conditions.

Leverage historical trends and current performance metrics to accurately project revenue and adjust strategies for optimal outcomes.

Maintain close alignment with sales leadership to ensure forecast accuracy and transparent communication of potential risks or opportunities.

Hold yourself accountable for achieving both short-term and long-term sales goals, ensuring alignment with monthly, quarterly and annual quotas and business objectives.

Platform / Systems Knowledge

Utilize Salesforce to manage customer relationships, track pipeline progress, and report on sales activities.

Leverage Power BI and Clari for data analysis, performance tracking, and sales forecasting.

Commit to continuous learning and upskilling by staying up to date on internal training programs, new platform features, and best practices to optimize platform usage and sales performance.

What You Will Bring

Proven experience in New Logo (NNL) acquisition:

A track record of successfully identifying, prospecting, and closing new business with small and medium-sized businesses (0-250 users).

Experience in using tools like ZoomInfo and LinkedIn Navigator to generate leads, build a pipeline, and close new customer accounts.

Strong ability to execute outbound strategies to expand the customer base and achieve New Logo sales goals.

Strong communication skills, both written and verbal, with the ability to build rapport and engage customers effectively.

Deep understanding of sales methodologies such as MEDDPICC and BANT, and the ability to apply them to qualify and close deals.

Demonstrated success in territory planning and account mapping to identify and drive both New Logo and Upsell opportunities.

Ability to thrive in a fast-paced, results-driven environment, and a collaborative team player with strong partner relationship-building skills.

Self-motivated with a proven track record of meeting or exceeding sales targets.

Proven ability to prioritize and manage a high volume of meetings and tasks, consistently focusing on driving new logo acquisition and upsell opportunities while maintaining strong partner relationships and timely follow-ups.

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