Channel Account Manager – Inside Sales

Role Overview

• 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