Sales Development Representative

About Us

Sophos is a worldwide leader and innovator of advanced cybersecurity solutions, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies that help organizations defeat cyberattacks. As one of the largest pure-play cybersecurity providers, Sophos defends more than 500,000 organizations and more than 100 million users globally from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through its cloud-based 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, turnkey 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

Sophos is looking for a candidate with phone based selling experience who is hungry to take their business development skills to the next level. To join our world class APJ Marketing team, you will need to be sharp, tenacious and passionate. You will develop into a high caliber cyber security consultant to the India mid-market, and to articulate our rapidly evolving technology to secure them against the rapidly changing threat landscape of today and tomorrow. Thus, establishing skills for a career in a critical and leading technology sector.

As a Sales Development Representative (SDR), you will be responsible for generating new business opportunities for the entire Sophos product suite. This high impact position has been created to help accelerate the growth of Sophos across India, by proactively generating high value new business opportunities from mid-market and small-enterprise organizations.

The Sales Development Representative’s primary function is to proactively uncover, nurture and generate new business opportunities for the Sophos’ sales teams by leveraging both inbound marketing generated leads and via strategic outbound prospecting.

These qualified opportunities will then be passed to our Sales team and partner network for follow-up and closure. The SDR role is key link between marketing and sales.

What you will do

• The primary focus is to identify and nurture new business opportunities in the India mid-market sector, through both inbound and outbound prospecting activities.
• You will manage a funnel of inbound leads coming in from our website and leads created from field marketing activities such as webinars and events.
• You will also research and hunt for new business opportunities using outbound prospecting techniques, and making use of tools such as Cognism, ZoomInfo and LinkedIn Sales Navigator
• You will leverage various data sources, qualitative data insights and prospecting information to build a significant ‘target prospect’ pool to nurture leads and ultimately convert them into high quality sales opportunities for sales.
• Conduct high quality discovery calls with prospects and develop the ability to articulate value and sell cutting edge technology solutions to businesses throughout the region.
• Nurture leads into high quality sales opportunities for local channel and sales.
• Develop the ability to articulate value and sell cutting edge technology solutions to businesses.
• Become an expert on information security to be able to advise prospects and customers.
• Uncover and compose detailed, succinct summaries of prospects infrastructure, pain and business.
• Achieve quotas around opportunity generation and revenue from high daily activity levels.
• Work closely with field marketing to understand and help execute successful campaigns.
• Develop rapport relationship with channel partners and sales teams.
• Attend and participate in weekly/monthly assigned team meetings.

What you will bring

• 2+ years’ experience as SDR in new business, phone based, high volume, customer facing role.
• Experience and track record in an Outbound lead generation environment.
• Knowledge of CRM systems (salesforce) and SDR productivity tools (Outreach, ZoomInfo, Sales Navigator).
• Ability to identify customer needs/pain and consider a relevant solution.
• Experience with objection handling and overcoming rejections.
• Process oriented in lead management.
• Have worked with sales reps / account managers for appointment-setting.
• Experience in the IT and/or IT Security Industry in the B2B space in India.
• Passion for technology in the B2B space.

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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. 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 dataprotection@sophos.com.