Enterprise Business Development Representative - ANZ

About Sophos

Sophos is a leading force in cybersecurity, protecting 600,000 organizations worldwide using an AI-powered platform alongside expert-led services. The company supports organizations across all levels of security maturity to counter cyber threats, employing a blend of machine learning, automation, real-time threat intelligence, and expert analysis from Sophos X-Ops to provide continuous threat monitoring, detection, and response.

Sophos offers cutting-edge managed detection and response (MDR) services and a broad range of cybersecurity tools including endpoint, network, email, cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-generation SIEM. These solutions, paired with advisory services, empower organizations to proactively manage risk and respond swiftly to evolving threats.

The company operates through a global partner network comprising MSPs, MSSPs, resellers, and distributors, granting clients flexible options for securing their enterprises. Headquartered in Oxford, U.K., Sophos remains committed to innovation and excellence in cybersecurity.

Role Summary

This pivotal role aims to accelerate Sophos' expansion in the ANZ region by proactively generating valuable new business leads from organizations with over 500 employees. The Business Development Representative focuses on discovering, nurturing, and converting new opportunities to support the customer sales team, utilizing qualitative data insights and targeted prospect lists. The role involves engaging marketing leads and conducting outbound outreach to identify qualified prospects and align them with clear business outcomes before handing off to sales for closure. While the role is remote, candidates residing in Sydney or Melbourne are preferred due to the existing team location.

Key Responsibilities

• Identify and pursue new business prospects in the ANZ corporate and enterprise sectors through proactive outbound outreach.
• Utilize various data sources and qualitative insights to build and maintain a target prospect pool for nurturing into sales opportunities.
• Effectively communicate the value of Sophos' cybersecurity technology offerings to enterprise and mid-market businesses.
• Develop deep expertise in information security to advise prospects and customers accurately.
• Analyze and summarize prospects' infrastructure, challenges, and pain points in detailed yet concise formats.
• Generate high-quality sales opportunities from net-new accounts with 500+ employees.
• Meet targets related to opportunity creation and pipeline contribution through consistent outbound activity.
• Secure meetings with senior IT decision-makers to advance sales discussions.
• Maintain and grow a prospecting list to ensure a steady pipeline of potential clients.
• Work closely with the sales team to facilitate effective lead handover and timely follow-up.
• Collect and document intelligence to inform and improve future business development strategies.
• Maintain accurate records in Salesforce (SFDC) and employ third-party tools for prospect research.
• Collaborate with field marketing to support and execute successful account-based marketing initiatives.
• Establish strong collaborative relationships with sales colleagues to foster mutual success and productivity.

Candidate Requirements

• At least two years of demonstrated experience in outbound lead generation or new business development roles.
• Proven track record engaging IT and/or IT security decision-makers effectively.
• Experience operating within the ANZ business development landscape.
• Familiarity with CRM platforms and productivity tools, specifically Salesforce, Outreach, Lusha/Cognism, and LinkedIn Sales Navigator.
• Curiosity-driven with the ability to ask meaningful questions and a desire for continuous learning and self-improvement.
• Technical aptitude with capability to quickly grasp new business and technological concepts.

Additional Information

Sophos champions diversity and inclusiveness, encouraging applications from candidates with diverse backgrounds and experiences. The company follows equitable hiring practices and provides accommodations in recruitment processes upon request.

Sophos operates a remote-first work model but requires candidates to have legal authorization to work in Australia without employer sponsorship. The recruitment process may involve AI-assisted tools for resume and application review; however, human judgment guides all final hiring decisions.

Why Work at Sophos?

• Primarily remote work environment with flexibility for hybrid arrangements if necessary.
• A dynamic and innovative team atmosphere filled with collaboration and camaraderie.
• Employee-led diversity and inclusion initiatives foster community and advocacy.
• Opportunities for involvement in charity, fundraising, and community volunteer projects.
• Global efforts to promote environmental sustainability in the workplace.
• Wellbeing programs including fitness challenges, trivia contests, wellbeing days, and educational webinars.