Manager Commercial Sales – Leadership Responsibility

Role Overview

• Achieve team sales targets, KPIs, and business goals; ensure individual target attainment.
• Drive new logo and expansion growth by actively managing the pipeline and ensuring consistent, structured call-outs.
• Retain and expand the Sophos portfolio within the existing customer base.
• Develop and execute strategies and initiatives to increase revenue and strengthen customer and partner satisfaction.
• Maintain strong internal collaboration across Central, EMEA, and Global Sales stakeholders as well as Channel Partners and Distributors.
• Support the company’s automation and AI strategy by promoting the effective use of Copilot and modern sales tools; lead, enable, and support the team to actively adopt and leverage these capabilities in daily operations.
• Prioritize tasks, allocate projects, and leverage individual strengths within the team.
• Support your team in daily work and activities when needed, ensuring timely execution and removal of blockers.
• Review, implement, and continuously optimize internal Team processes to ensure efficiency gains and sustainable workload reduction.
• Ensure effective Team Inbox management by enforcing SLA adherence and applying clear prioritization.
• Provide accurate sales forecasts and actively manage pipeline development.
• Ensure effective usage of core sales tools (e.g. Salesforce, Clari, Power BI, Copilot, MindTickle) and adherence to sales operations processes.
• Promote and support modern sales methodologies (Baseline Selling, iCAN, MEDDPICC).
• Conduct regular performance reviews and additional evaluations as required.
• Manage team performance by providing constructive feedback and recognizing achievements.
• Lead, coach, and mentor the sales team to drive high performance and continuous growth.
• Oversee onboarding, training, and development planning to ensure a rapid productivity ramp-up and timely completion of mandatory trainings.
• Conduct regular team meetings and ensure continuous communication with key internal stakeholders.
• Review and approve travel expenses and other submissions accurately and in line with company policies.
• Deliver QBRs and present business updates to management.
• Attend customer and partner meetings as well as Sophos events.
• Provide coverage for fellow Teamlead/Managers during absences or transition periods

Requirements

• Several years work experience in a Leadership role across DACH and Eastern Europe
• Several years of IT/IT Security expertise, enabling a deep understanding of customer IT infrastructure
• Experience in working with channel partners and Distributors across the DACH and Eastern European region, with a strong understanding of cultural and market specifics
• Experience in working in a high-volume Commercial Team across DACH and Eastern European Region
• People Leadership & Talent Development
• Strategic Thinking & Decision-Making
• Communication & Stakeholder Management
• Accountability & Ownership
• Change Leadership & Adaptability
• Results Orientation & Customer Focus
• Fluent in German and English

Benefits

• Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach.
• Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
• 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