• Generate Enterprise account sales pipeline, qualifying opportunities, and accurately forecasting pipeline. • Manage the sales process through the closure of the sale, continued development, and retention. • Achieving agreed quarterly sales goals, developing strong relationships with key buyers and influencers in Enterprise Accounts and leveraging these during the sales process. • Execute a planned cadence of engagement with key strategic customers, with monthly or quarterly minimums, and put detailed strategic account plans in place where appropriate. • Maintain a detailed understanding of strategic customer accounts’ business to align Sophos solutions to the customer’s desired cybersecurity and business outcomes. • Negotiate terms of business with customers to achieve high levels of customer satisfaction and engagement, and high adoption of Sophos technology. • Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. • Work with the Channel Sales team and partner community to create a pipeline through indirect engagements.