SMB Account Manager - France

About Us

Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through the Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary 

The SMB Account Manager will manage customers and prospects that have 1–100 employees, assisting with quotes (renewals, upsells, cross-sells, net new), working deal registrations, licensing, and other sales related activity.

What You Will Do

• You are the central contact person for our end customers and partners from the small business segment (1-100 employees) in a defined territory. 
• Ensure quotes and other tasks are processed in a timely, efficient, and accurate manner, ensuring compliance with internal policies. 
• Understand the end-to-end processes across deal flow including roles and responsibilities of cross-functional support teams to quickly resolve issues. 
• Update CRM (Salesforce.com) with conversations, competitive information, decision-making criteria and other pertinent information. 
• Communicate effectively and efficiently with the customer to progress on assigned tasks. 
• Achieving agreed quarterly sales goals and performance indicators for daily standards for number of tasks handled and closed i.e. tickets, calls, emails, and other sales activities. 
• Effectively communicate with Sophos prospects and customers using phone and our Sales Engagement Platform (Outreach.io). 
• Work with channel account executives and build strong relationships with partner ecosystem to drive sales initiatives to a high volume of customers in your sales segment. 
• Ensure territory growth with partner ecosystem by cross-selling and upselling on customer based and bringing new customers in.
• Work with Renewal Sales team to drive customer retention, upsell & cross-sell.

What You Will Bring

• Fluency in French and English, both written and spoken
• Relevant studies or training or experience (desirable), 
• You have strong time management and organizational skills, 
• Good verbal and written communication skills, 
• Simplicity, authenticity, accountability and resiliency, 
• Understanding of IT ecosystem, and interest in cybersecurity as well as high affinity for technical contexts, 
• Experience retaining and growing existing small customers based under assigned territory from year to year (preferred), 
• Experience bringing in new customers through partner ecosystem, 
• Add value thru best-in-class support and growth mindset, 
• Experience with Qualification Sales Methodology (such as MEDDPICC) 
• Experience using Salesforce (mandatory), OutReach (preferred), and Gong (desirable). 

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. If you have any questions about Sophos’ data protection practices, please contact [email protected].