Senior Account Executive, Public Sector (TX)

📌 Core Information

🔹 Job Title: Senior Account Executive, Public Sector (TX)

🔹 Company: Sophos

🔹 Location: Texas, United States

🔹 Job Type: On-site

🔹 Category: 💼 Account Management

🔹 Date Posted: March 31, 2025

🔹 Experience Level: 5-10 years

🔹 Remote Status: Remote OK

📌 Essential Job Details

🚀 Job Overview

Key aspects of this role include:

• Managing an assigned territory within the Public Sector
• Focusing on clients with over 500 employees
• Selling directly to K-12, Higher Education, State & Local Government, and Tribal Nations
• Maintaining and building a constant revenue pipeline

ASSUMPTION: The role description assumes familiarity with Public Sector processes and stakeholders, necessitating an understanding of government and educational institutions' unique requirements.

📋 Key Responsibilities

✅ Generate a strategic accounts sales pipeline and qualify opportunities

✅ Achieve agreed quarterly sales goals through management of the sales process

✅ Engage with customers to align Sophos solutions with their business outcomes

✅ Collaborate with Channel Sales and partner community through indirect engagements

✅ Identify, develop, and execute on a territory plan and account strategies

✅ Maintain relationships with key decision-makers (CIO and CSO level)

✅ Use Salesforce.com, Clari, and other tools to manage prospect information

ASSUMPTION: The responsibility description assumes familiarity with sales procedures and the ability to handle complex B2B sales processes effectively.

🎯 Required Qualifications

Education: Not specified, but a Bachelor's degree in Business, IT or related field may be preferred.

Experience: 5+ years in sales roles, preferably with a focus on the Public Sector or technology sales.

Required Skills:

• Strong understanding of cybersecurity technologies
• Proven sales track record
• Relationship building with senior executives

Preferred Skills:

• Experience with Public Sector contracts and procurement
• Understanding of consultative sales techniques

ASSUMPTION: While specific educational qualifications are not required, a background in technology or sales, along with experience in complex cybersecurity solutions, is assumed to be beneficial.

💰 Compensation & Benefits

Salary Range: $114,500 to $190,500 base range, plus target sales commissions

Benefits:

• Comprehensive benefits package
• Remote-first work model
• Employee-led diversity and inclusion networks

Working Hours: Standard 40 hours per week, with some travel expectation

ASSUMPTION: Compensation includes a competitive salary with incentives based on performance, which makes up a significant part of the earnings.

📌 Applicant Insights

🔍 Company Context

Industry: Cybersecurity and IT Solutions

Company Size: 1,001-5,000 employees, offering a mid-sized enterprise experience

Founded: 1985, with a history of innovation in security solutions

Company Description:

• Leading provider of cybersecurity solutions, including MDR
• Operates globally, defending over 500,000 organizations
• Products managed through Sophos Central platform

Company Specialties:

• Endpoint Security
• Network Security
• Managed Detection and Response (MDR)

Company Website: https://www.sophos.com/en-us

ASSUMPTION: The company is assumed to offer strong growth opportunities in a leading tech industry, with ongoing innovation and market influence.

📊 Role Analysis

Career Level: Senior level, with expectations of significant sales and strategic experience

Reporting Structure: Will report to a Sales Manager or Director, possibly with team leadership responsibilities

Work Arrangement: Predominantly remote with some in-person requirements for key meetings and partner engagements

Growth Opportunities:

• Expansion of knowledge in cybersecurity and sales strategies
• Potential for promotion to account manager leadership roles
• Networking opportunities with senior government and education sector executives

ASSUMPTION: The role offers substantial opportunities for career progression within a growing field, especially for those adept in cybersecurity solutions.

🌍 Location & Work Environment

Office Type: Corporate surroundings in Texas or adaptable to other travel needs

Office Location(s): Texas primarily, although may involve travel for meetings and events

Geographic Context:

• Based within Texas, providing access to major metropolitan areas
• Travel expected for broader regional client interaction
• Suitable for candidates who appreciate flexibility in work settings

Work Schedule: Flexible work schedule with remote capabilities to adapt to client needs

ASSUMPTION: The work environment accommodates remote work, enhancing adaptability but may require periodic meetings at client sites.

💼 Interview & Application Insights

Typical Process:

• Initial application via company career portal
• Screening interview with HR
• Technical interview with Sales leadership
• Final interview rounds possibly including role-playing exercises
• Offer and negotiation stage

Key Assessment Areas:

• Technical understanding of cybersecurity solutions
• Sales capability and past performance
• Customer engagement skills

Application Tips:

• Highlight experience in the public sector and cybersecurity sales
• Emphasize strategic planning and territory management skills
• Prepare for questions on relationship building with senior stakeholders

ATS Keywords: Cybersecurity, Public Sector, Account Management, Lead Generation, Pipeline Management, Technical Acumen

ASSUMPTION: The interview process is assumed to comprehensively assess the applicant’s technical knowledge and suitability for a sales-driven role.

🛠️ Tools & Technologies

• Salesforce.com for customer relationship management
• Clari for sales forecasting
• 6sense and LinkedIn Sales Navigator for lead generation

ASSUMPTION: The role requires familiarity with modern sales and CRM tools, indicative of a tech-forward workplace.

👔 Cultural Fit Considerations

Company Values:

• Innovation
• Teamwork
• Diversity and Inclusion

Work Style:

• Collaborative teamwork style balancing remote and in-person interactions
• Encourages independent initiative and proactive problem-solving
• Supports ongoing learning and adaptation to technological advances

Self-Assessment Questions:

• How do you handle complex sales negotiations?
• Describe a successful project with a public sector client.
• How do you stay current with cybersecurity trends?

ASSUMPTION: The listing places high regard on cultural fit, expecting candidates to value inclusivity, teamwork, and continuous innovation.

⚠️ Potential Challenges

• Adapting to rapid technological advancements in cybersecurity
• Maintaining client relationships with public sector complexities
• Navigating long sales cycles inherent in large public sector deals
• Balancing remote work challenges with travel demands

ASSUMPTION: Candidates should be prepared to manage high-paced developments and complex client demands in the cybersecurity landscape.

📈 Similar Roles Comparison

• Comparable roles in tech offer similar salary but may differ in industry focus
• Roles with smaller cybersecurity firms may offer more versatility but fewer resources
• Positions within larger tech companies might involve larger teams and more bureaucracy

ASSUMPTION: Similar roles are likely to be found within large tech companies, but the specific Public Sector focus is more unique.

📝 Sample Projects

• Project managing a large-scale cyber defense implementation for a state government
• Developing a sales strategy for new school district cybersecurity systems
• Leading a cross-functional team to adapt MDR solutions for a higher education client

ASSUMPTION: Project experience is assumed to focus heavily on public applications of cybersecurity solutions.

❓ Key Questions to Ask During Interview

• How does Sophos support account executives in achieving their sales targets?
• What unique challenges do clients in the public sector face?
• Can you describe the onboarding process for new clients?
• How does Sophos prioritize innovation in its solution offerings?
• What growth opportunities are available within the company?

ASSUMPTION: Questions focus on understanding company support, product offerings, and the potential for career advancement.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Prepare your resume with emphasis on public sector and cybersecurity sales experience
• Include attention to relationship building and long-term client engagement success
• Review company values and culture to align your personal career goals during the interview
• Follow up with a thank-you email highlighting key interview points

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.