Channel Account Executive

Role Overview

• Managing Sophos' high-growth, high-potential regional and national partners as part of the broader CDW team.
• Developing and executing strategic joint business plans with partners to maximize revenue generation, focusing on new logo acquisition and cross-sell opportunities.
• Collaborating with partners to achieve mutual growth objectives.

Requirements

• Ability to build and nurture long-term relationships with key partners, understanding their business models, and aligning Sophos solutions to their goals.
• Skill in influencing partners, aligning their goals with Sophos objectives, and negotiating mutually beneficial agreements.
• Deep understanding of the sales process, particularly in a B2B environment, and experience in generating new business and cross-selling/up-selling to existing clients.
• Ability to set and achieve sales targets through the effective management of partner accounts and leveraging sales opportunities.
• Capability to develop and execute long-term business plans, focusing on sustainable growth with a strong emphasis on profitability.
• Strong ability to analyze sales data, performance metrics, and market trends to make informed, data-driven decisions.
• Proficiency in using CRM systems (e.g., Salesforce) and Business Intelligence tools to track partner performance, forecast revenue, and analyze data to optimize strategies.
• Excellent verbal and written communication skills to articulate complex ideas clearly to both internal teams and external partners.
• Ability to deliver compelling presentations to partners, senior management, and internal stakeholders, effectively communicating strategies, goals, and outcomes.
• Organizational skills to manage multiple partner accounts, sales pipelines, and concurrent initiatives effectively, ensuring deadlines and targets are met.
• Expertise in managing a sales pipeline, identifying key opportunities, and providing accurate sales forecasts.
• Ability to collaborate effectively with internal teams such as marketing, sales, product management, and support to align partner strategies with overall company objectives.
• Strong ability to work across different functions and align partners with the right resources to ensure their success.
• Capability to address challenges and obstacles faced by partners, offering solutions that align with both their needs and Sophos' objectives.
• Ability to handle partner conflicts or disputes professionally and constructively, ensuring positive outcomes for both parties.
• Deep understanding of the cybersecurity industry, market trends, and competitor landscape, with the ability to apply this knowledge to create effective partner strategies.
• Ability to quickly adapt to changes in the market, sales strategies, or business priorities, while maintaining focus on long-term goals.
• Persistence and determination to overcome challenges, handle setbacks, and continue driving success in a dynamic environment.
• Ability to prioritize tasks effectively, balancing strategic planning with day-to-day partner management to achieve business goals efficiently.
• Flexibility to travel at short notice, with overnight stays or longer trips depending on partner / territory needs; ~50% or greater.

Tech Stack

• Cyber Security

Benefits

• Comprehensive benefits package
• Target sales commissions