Achieve bookings quota & KPIs for all assigned Partner Accounts
Work with Sophos Regional Partners in collaboration with dedicated Channel Account Executives (Outside Sales) and Sales Engineers to drive Partner business
Work with the Channel Account Executives to develop and execute on a joint Partner business plan that drives our mutual business in line with Sophos short and long-term goals.
Be the first point of contact for operational issues and act as coordinator between the Partner and Sophos
Consistently articulate Sophos’ value proposition to Partners to maintain and expand Sophos’ business within Partner base
Support channel planning process in collaboration with dedicated Channel Account Executive for assigned Partners
Support Customer Account Teams to secure and develop Partner Opportunities
Maintain close relationships and establish regular meetings with Partners and our End-Customer Account Teams to support pipeline management process
Successfully implement Sophos defined sales methodologies in your daily business calls with partners
Create and deliver sales related presentations through webcasts to the sales team at the Regional Partners to gain commitment to sell Sophos and increase share within the Partner.
Offer knowledgeable advice and support Partners with their inquiries
Establish support mechanisms to make Sophos the easiest and preferred vendor to work with and actively remove barriers to that aim, driving a positive impact in partner satisfaction and Sophos share of the Partner’s business.
Drive a high renewal rate through the partner’s customers through ensuring partners focus on their renewals and identify cross-sell opportunities within larger renewals, work closely with Customer Account Teams
Work close with the MSP team to develop the business and identify MSP business opportunities
Provide information, arrange training and coach Partners to ensure that they are trained to use Sophos systems and tools (Partner Portal etc…)
Develop and maintain detailed knowledge of Sophos products and services
Independent participation at internal education and training programs
Adherence to CRM (Salesforce), business systems and activity management standards, ensuring all activity is logged and accurately updated
Provide fast response times to requests and queries in personal and team mailbox
Analyse Partner performance based on Management key metrics (e.g. revenue, % un-renewed rate, pipeline, won/loss, product growth etc…)
Deliver quarterly business review to Management
Attend partner sites and Sophos organised Partner events to generate business opportunities when necessary
Substitution of colleagues within the sales team during holidays, illness and transition time
Requirements
First years of working experience preferably in sales environments
Preferably experience in selling IT solutions
First experience selling with and through channel partners
Strong time management and organisational skills
Strong communication & telephone skills
Previous use of CRM system
Experience working in a sales or customer service environment
Strong structured working method
Strong communication skills – verbal and written in German and English
Strong Negotiation skills
Strong Presentation skills
Ability to prioritize
Conflict handling approach
Ability to thrive in a team selling environment
Strong skills in flexibility, proactivity and self
motivation approach
Ability to be technically minded
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