Senior Enterprise Account Executive - Sydney / Melbourne based
Role Summary
The Enterprise Account Executive will be responsible for directly managing and expanding Sophos’ footprint in the Enterprise business space, working with end users across 1000+ seats.
This role requires a strategic, high-touch engagement model to develop trusted advisor relationships and drive new logo acquisition through the Australian market. The ideal candidate is an expert in complex, consultative sales cycles in the Enterprise space and has a deep understanding of cybersecurity challenges specific to this segment.
Please note that for this role, we would require candidates to be based within Sydney or Melbourne.
What You Will Do:
Own executive relationships and accountability for strategic commercial enterprise accounts, ensuring growth, satisfaction, and long‑term partnership.
Acquire new logos through proactive prospecting and land‑and‑expand motions (cross‑sell/upsell), aligned to customer outcomes and security roadmaps.
Engage multi‑threaded buying centres (CIO/CISO, CTO, IT Ops, SecOps, Network, Cloud, Risk, and Procurement) to shape demand and build consensus.
Lead the end‑to‑end enterprise sales cycle - qualification, discovery and solutioning, business case/ROI, negotiation, and closure - coordinating pre‑sales, product, marketing, customer success, and support.
Run rigorous account planning and ABM execution: whitespace analysis, stakeholder mapping, pursuit strategies, POCs/pilots with success criteria, and targeted campaigns to accelerate adoption.
Deliver quarterly revenue goals through disciplined pipeline creation and governance, CRM hygiene (Salesforce, Clari, Power BI), and high‑accuracy forecasting.
Partner‑led growth: collaborate with distributors, SIs, and key resellers on joint account plans, deal registration, demand generation, and field events; leverage hyperscaler/cloud marketplaces where applicable.
Drive commercial deal strategy: pricing and packaging, multi‑year subscriptions and expansion that maximises ARR and retention.
Territory coverage & in‑country travel: execute field plans across Australia, maintaining a strong onsite presence with customers and partners.
Apply MEDDPICC methodology to manage complex enterprise deals, ensuring disciplined qualification, structured deal progression, executive alignment, and consistent participation in opportunity reviews with sales leadership.
Deal governance & risk management: identify blockers and dependencies in large opportunities and drive mitigation with sales leadership, finance, legal, and delivery teams.
Market, regulatory, and competitive intelligence: track sector trends (e.g., cloud adoption, SOC modernisation, data‑protection expectations) and competitive moves; feed insights to product and marketing to sharpen positioning.
Champion customer success and referenceability via smooth handovers, adoption milestones, QBRs, measurable value realisation, and case studies/references.
What You Will Bring:
10+ years of quota‑carrying enterprise sales, with 5+ years selling to commercial enterprises (e.g., FSI, telco, energy, retail, healthcare, aviation, real estate, manufacturing, technology).
Proven record of closing complex, high‑value cybersecurity or enterprise technology deals, including multi‑year SaaS/subscription agreements.
Strong understanding of Australian enterprise buying processes: budget cycles, vendor onboarding, InfoSec/Legal reviews, DPAs/MSAs, procurement and preferred supplier frameworks.
Demonstrated success with strategic account planning, executive engagement across multiple decision makers, and value‑based solution selling (ROI/TCO).
Expertise across cybersecurity domains: Managed Services, MDR/XDR, Endpoint (EPP), Firewall, Cloud Security, Zero‑Trust architectures (plus comfort discussing SOC and incident response outcomes).
Proficiency with Salesforce, Clari, and Power BI for pipeline management and forecasting.
Outstanding communication, negotiation, and executive presentation skills.
Highly consultative, customer‑value mindset with strong long‑term relationship building.
Willingness and ability to travel extensively across Australia for high‑touch field engagement.
Channel fluency: experience working with distributors, leading SIs/MSSPs, and executing joint sales motions (including cloud marketplace‑assisted transactions).
Language: Fluency in English required
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