Role Summary
With a focus on Commericial Accounts, you will be the Sophos Sales representative in an assigned territory. You will be responsible for generating business for Sophos with our partners, building and maintaining strong and sustainable relationships, managing customers and prospects in order to develop and maintain Sophos business and meet / exceed sales targets.
This role is a hybrid role and requires office attendence in Wiesbaden up to 2 days per week.
What You Will Do:
1. Achieve bookings quota & KPIs for all accounts in the assigned territory (size of company may vary before starting a new financial year)
2. Achieve new business and product targets
3. Manage the entire customer engagement process, from customer requests coming through channel partners to development and retention
4. Engage and enable joint selling with channel partners
5. Work closely with channel partners in order to work on their opportunites and requests and expand their customer base
6. Regularely interact with internal Channel Teams to plan, work and discuss Pipeline
7. Consistently articulate Sophos’ value proposition to customers in order to maintain and expand Sophos’ business within assigned customer accounts
8. Work on Sophos generated Leads & Opportunities meeting internal SLAs
9. Proactivley engage Sales Engineers in appropiate opportunities
10. Successfully implement our sales methodology ‘BaseLine Selling’ as well as MEDDPICC in your daily business calls with end customers & partners
11. Ensure Pipeline Management is accurate for the current and quarters ahead meeting internal SLAs
12. Participation at internal education and training programs
13. Maintain good knowledge of the IT security market & competition
14. Analyse territory performance based on Management key metrics and Business Planning Tool ( activity planning, revenue, % un-renewed rate, pipeline, won/loss, product growth etc…)
15. Deliver quarterly business review to Management
16. Provide timely and accurate sales forecasts
17. Log all activity to maintain accuracy of CRM and forecasting systems & meet internal SLAs
18. Handling of administrative tasks Quoting, CRM data cleaning
19. Attend Sophos or Partner organised events
20. Substitution of colleagues within the sales team during holidays, illness and transition times
What You Will Bring:
21. First work experience in a similar sales role, ideally in a IT Sales environement
22. Good knowledge of Sales Processes including acquisition, development and retention
23. Previous use of CRM / Forecasting system
24. Fluent in German and English verbal / written
25. Strong structured working method
26. Strong communication skills – verbal and written
27. Strong Negotiation skills
28. Strong time management and organisational skills
29. Ability to thrive in a team selling environment
30. Strong skills in flexibility, proactivity and self-motivation approach
31. Teamworking
#B1#IC1#LI_MT1Ready to Join Us?At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply. What's Great About Sophos?· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.· 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