Senior Territory Account Manager (Mumbai) - SMB / Mid-Market

About Us

Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.

Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.

Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

As a Senior Territory Account Manager based in Mumbai, you’ll take ownership of a dynamic region within the SMB / Mid-Market customer segment. You’ll be at the forefront of driving growth—engaging directly with customers, building trusted relationships, and delivering impactful cybersecurity solutions through our valued channel partners. From prospecting new opportunities to nurturing a strong revenue pipeline, you’ll play a key role in shaping success across your territory.

If you’re passionate about solving real business challenges and thrive in a collaborative, fast-paced environment, we’d love to meet you.

Please note this role is to cover the west of India; the ideal location would be Mumbai and the surrounding area

What You Will Do

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• Build and manage a robust sales pipeline across our SMB / Mid Market accounts
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• Qualify opportunities with precision and forecast with confidence to meet and exceed your targets
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• Lead full sales cycle from territory planning, demand generation, discovery, solution alignment, commercial closure, to long-term account expansion.
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• Build strong executive relationships with CISOs, CIOs, and security leaders to understand business challenges and drive value-based selling.
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• Collaborate with our Channel Sales team and partner ecosystem to expand reach and generate pipeline through indirect engagements.
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• Work closely with Sales Engineers and channel partners throughout the sales cycle to ensure high customer satisfaction and strong adoption of Sophos technologies.
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• Represent the brand at industry events, customer briefings, and strategic forums.

What You Will Bring

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• 8 + years of professional experience, including at least 5 years in cybersecurity product sales within enterprise or mid-market segments

• Experience with new logo acquisition and farming of current accounts within 100 - 1000 seats.

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Proven success in prospecting and managing defined accounts within a designated territory, with a strong understanding of regional market dynamics

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Hands-on experience applying the MEDDPICC framework to qualify opportunities, improve forecasting accuracy, and drive complex deal closures

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You are adept at nurturing long-term relationships with existing and new customers, ensuring satisfaction and growth through upsell and cross-sell initiatives, expanding our solution adoption across customer accounts

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Good experience working with Salesforce as a CRM

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Strong collaboration experience by working seamlessly with the Sales, Marketing, Product, and Customer Support teams to align efforts and deliver exceptional customer outcomes

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Ability to provide regular updates on sales performance, pipeline health, and customer feedback to leadership, using data to inform strategy

• Direct and partner-driven sales experience