How challe...

Question

How challenging is it to meet sales targets as a new Account Executive at Sophos?

Former Employee · Accepted Answer

As a previous rep, the sales targets were not achievable.

Former Employee · Answer

From my experience, sales goals were not realistic for all but the highest producing territories.

Former Employee · Answer

With indirect sales, it is all about the channel partner relationship. If you prioritize relationships you can meet your targets very quickly.

Current Employee · Answer

From my understanding the company is shifting from a "Channel First" company to a "Eat what you Kill". 
After the acquisition from Thoma Bravo, let alone the first year, the growth target required had been in the range of 25% - 30% (EMEA region). 
In the last two year just 1 out of 5 Account Executive in my team hit quotas (the others achieved percentages ranging from 75 to 90%). 
 As stated by the prior answer to your question, if the ecosystem of partner is good in your country it should be easier to hit your quota. 
However for the speed required in this company (monthly target - weekly forecasts) is imperative to proactively hunt for new prospect to create pipeline. 
Working with partners is good and it makes the job easier, however once a partner introduce you to a new customer it is probably selling to them additional products and services and you cannot command the speed of the sales cycle.

Sophos is also structuring itself to create a renewal team that will manage renewal and cross sell opportunities in order to have the AE to only look for new customer. 
If after this SOPHOS will require to the AE a YoY growth of 25 to 30%  I don't think it will be possible to hit your targets.

Hope this help

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Anonymous Q&A

How challenging is it to meet sales targets as a new Account Executive at Sophos?