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: Build and manage a robust sales pipeline across our SMB / Mid Market accounts 

Qualify opportunities with precision and forecast with confidence to meet and exceed your targets

Lead full sales cycle from territory planning, demand generation, discovery, solution alignment, commercial closure, to long-term account expansion.

Build strong executive relationships with CISOs, CIOs, and security leaders to understand business challenges and drive value-based selling.

Collaborate with our Channel Sales team and partner ecosystem to expand reach and generate pipeline through indirect engagements.

Work closely with Sales Engineers and channel partners throughout the sales cycle to ensure high customer satisfaction and strong adoption of Sophos technologies.

Represent the brand at industry events, customer briefings, and strategic forums.

What You Will Bring: 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.

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

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

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

Good experience working with Salesforce as a CRM

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

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

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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. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship. ·   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.  For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos