Role Summary
The Channel Account Manager work mainly from home as part of a small team (with Outside Sales & Sales Engineers) with a dedicated setup of Named Sophos Partners within a defined territory (ZIP code 4-5). Main aim is to support partners in order
to increase Sophos billings and to guide/educate them to ensure they adapt their activities alongside our
constantly growing portfolio.
What You Will Do:
1. Achieve bookings quota & KPIs for all assigned Partner Accounts
2. Work with Sophos Regional Partners in collaboration with dedicated Channel Account Executives (Outside Sales)
and Sales Engineers to drive Partner business
3. 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.
4. Be the first point of contact for operational issues and act as coordinator between the Partner and Sophos
5. Consistently articulate Sophos’ value proposition to Partners to maintain and expand Sophos’ business within Partner
base
6. Support channel planning process in collaboration with dedicated Channel Account Executive for assigned Partners
7. Support Customer Account Teams to secure and develop Partner Opportunities
8. Maintain close relationships and establish regular meetings with Partners and our End-Customer Account Teams to
support pipeline management process
9. Successfully implement Sophos defined sales methodologies in your daily business calls with partners
10. 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.
11. Offer knowledgeable advice and support Partners with their inquiries
12. 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.
13. Drive a high renewal rate through the partner’s customers through ensuring partners focus on their renewals and
14. identify cross-sell opportunities within larger renewals, work closely with Customer Account Teams
15. Work close with the MSP team to develop the business and identify MSP business opportunities
16. Provide information, arrange training and coach Partners to ensure that they are trained to use Sophos systems and
tools (Partner Portal etc…)
17. Develop and maintain detailed knowledge of Sophos products and services
18. Independent participation at internal education and training programs
19. Adherence to CRM (Salesforce), business systems and activity management standards, ensuring all activity is logged
and accurately updated
20. Provide fast response times to requests and queries in personal and team mailbox
21. Analyse Partner performance based on Management key metrics ( revenue, % un-renewed rate, pipeline,
won/loss, product growth etc…)
22. Deliver quarterly business review to Management
23. Attend partner sites and Sophos organised Partner events to generate business opportunities when necessary
24. Substitution of colleagues within the sales team during holidays, illness and transition time
What You Will Bring:
25. First years of working experience preferably in sales environments
26. Preferably experience in selling IT solutions
27. First experience selling with and through channel
partners
28. Strong time management and organisational skills
29. Strong communication & telephone skills
30. Previous use of CRM system
31. Experience working in a sales or customer service environment
32. Strong structured working method
33. Strong communication skills – verbal and written in German and English
34. Strong Negotiation skills
35. Strong Presentation skills
36. Ability to prioritize
37. Conflict handling approach
38. Ability to thrive in a team selling environment
39. Strong skills in flexibility, proactivity and self - motivation approach
40. Ability to be technically minded
#B1 #LT_MT1 Ready 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