Channel Account Executive – Nordics

Role Overview

• Develop a set of selected strategic partners; existing and net new.
• Develop relationships at all levels across the partner to drive revenue growth and profitability.
• Build and execute business plans that identify, develop and close incremental opportunities to deliver outstanding growth for the partner and Sophos.
• Enable partners to take full advantage of Sophos comprehensive solution and services portfolio to improve their customer’s security protection and response.
• Directly support partners qualify and close complex customer deals, engaging wider sales and sales engineer teams where required, gather insights to ensure accurate business forecasting.
• Own and manage the frequent joint business review, and planning process between Partners’ and Sophos decision makers, incl. clearly defined KPI’s and SMART goals with agreed outcomes.
• Collaborate to develop marketing plans with partners to drive incremental sales pipeline ensuring high return on investment from activities like lead gen campaigns and events.
• Coordinate the involvement of Sophos staff, including product management, sales, SE, marketing, support, service and management resources to meet partner performance objectives and partner expectations.
• Drive high renewal rates by ensuring partners focus on their renewals and build an engagement plan to align Sophos and Partner teams, identify new business and cross sell opportunities.
• Motivate, educate and ensure Partner sales and technical staff are go-to-market ready, provide access to certification and training materials and develop an enablement plan.

Requirements

• 5+ evidenced years in channel sales and territory management in networking or security sectors.
• Extensive knowledge of the partner landscape across the region, with partner relationships in multiple countries.
• Experience building and executing successful business and marketing plans.
• Understanding of the technology channel eco-system and the business model of different types of channel partners (VAR/MSP/Distribution/Marketplace etc.).
• Adept at account management and business partner techniques with strong interpersonal, active listening, discovery, and qualification skills.
• Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage.
• Experience of translating market trends and customer issues and needs into business opportunities for partners.
• Ability to thrive in a team selling environment, winning together outlook with the ability to build relationships and influence via email, telephone and in person.
• Excels at engaging partner personnel across all levels and functions, builds multifaceted relationships.
• Excellent organizational skills and ability to prioritize and manage multiple tasks at once.
• Understanding of tools such as PowerBI, Clari, SFDC, Co-pilot and other AI programs.

Tech Stack

• Cyber Security
• SFDC

Benefits

• Sophos operates a remote-first working model, making remote work the primary option for most employees.
• 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.