Summary
Overview
Work History
Education
Skills
Certification
Languages
Personal Information
Technical Skills
Timeline
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Kenneth Allenfort

Sechelt,Canada

Summary

Dynamic Territory Account Executive at Sophos with a proven track record of exceeding quotas and driving revenue growth. Expert in SaaS cybersecurity solutions and skilled in relationship building, I excel in strategic planning and sales pipeline management, delivering tailored presentations that resonate with diverse stakeholders.

Overview

4
4
years of professional experience
1
1
Certification

Work History

Territory Account Executive

Sophos
12.2024 - Current
  • Achieved 110% of annual quota in FY24, successfully managing a high-value book of business within the 251–2,500 employee segment.
  • Communicate and present SaaS-based products and technical services to diverse stakeholders.
  • Facilitate technical discussions and conduct product demonstrations independently or in collaboration with sales engineers.
  • Liaise with Platinum and Gold partners on quarterly business plans by aligning strategies to their objectives and leveraging Sophos solutions to drive revenue and customer acquisition.
  • Developed and executed strategic account plans with partners and internal SEs, leading to deeper account penetration, and revenue growth.
  • Collaborate with marketing, SDRs, and account mapping to craft business pipeline by employing diverse prospecting tools such as cold calling, LinkedIn Navigator, and ZoomInfo.
  • Delivered customized cybersecurity solutions spanning endpoint, MDR, firewall, and cloud security.
  • Built and maintained strong relationships with IT and security leaders, including CISOs and Procurement stakeholders.
  • Provided accurate pipeline forecasting and reporting through Salesforce and MEDDPICC.

SMB Account Manager

Sophos
02.2023 - 12.2024
  • Achieved 117% of annual quota in FY23, recognized as a top-performing SMB Account Rep.
  • Managed and grew a territory of SMB accounts (51–250 employees), identifying upsell opportunities, and maximizing renewals.
  • Develop and grow business within the SMB market by managing a targeted territory and building strong customer relationships.
  • Maintained accurate CRM data, and contributed strategic insights to team meetings and leadership reports.
  • Utilize tools such as ZoomInfo, LinkedIn Sales Navigator, and strategic outreach to identify prospects and expand pipeline.
  • Present Sophos cybersecurity solutions to both technical and non-technical stakeholders, tailoring messaging to address specific business needs.
  • Lead product demos independently or alongside technical teams to support solution validation.
  • Delivered client-focused presentations and product demos tailored to customer pain points and business goals.
  • Converted inbound and outbound leads into high-quality sales opportunities through a consultative approach.

Sales/Business Development Representative

Sophos
07.2021 - 01.2023
  • Generated leads through 70-100 cold calls, executed drip campaigns, crafted tailored messaging, and utilized LinkedIn Navigator, ZoomInfo, and Outreach to drive prospecting efforts.
  • Provided training to new hires and interns.
  • Facilitated development of sales development program by integrating outreach software and delivering targeted campaigns within outreach tool.
  • Generated and qualified new business opportunities through cold outreach, inbound engagement, and discovery calls.
  • Consistently exceeded monthly KPIs and contributed to pipeline growth for the SMB and mid-market sales teams.
  • Engaged clients via phone, email, and LiveChat to uncover cybersecurity needs and align solutions accordingly.
  • Created detailed summaries of qualified opportunities for account executives and partners.
  • Maintained detailed Salesforce records and applied MEDDPICC methodology for opportunity qualification.

Education

Industriekaufmann (IHK) -

Volkswagen AG
Wolfsburg, Germany
10.2014

Gymnasium Fallersleben -

Wolfsburg
Wolfsburg, Germany
05.2011

Skills

  • Sales and revenue optimization
  • Contract negotiation
  • SaaS cybersecurity expertise
  • Key account management
  • Prospecting and cold calling
  • Cross-team collaboration
  • Customer service and satisfaction
  • Strategic planning
  • Budgeting and forecasting
  • Sales pipeline management
  • Communication and presentation skills
  • Salesforce, ZoomInfo, 6Sense, Outreach, PowerBI, Anaplan, LinkedIn Sales Navigator
  • Sales presentations
  • Upselling and cross selling
  • Channels and distribution knowledge
  • Relationship building
  • Microsoft Office Suite skills

Certification

Ongoing professional development in cybersecurity sales, strategic account management, and customer engagement.

Languages

  • German, Native proficiency
  • English, Fluent

Personal Information

Date of Birth: 09/01/90

Technical Skills

Salesforce, ZoomInfo, Outreach, LinkedIn Sales Navigator, 6Sense, PowerBI, Anaplan, Microsoft Office Suite, Outlook

Timeline

Territory Account Executive

Sophos
12.2024 - Current

SMB Account Manager

Sophos
02.2023 - 12.2024

Sales/Business Development Representative

Sophos
07.2021 - 01.2023

Industriekaufmann (IHK) -

Volkswagen AG

Gymnasium Fallersleben -

Wolfsburg

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Kenneth Allenfort