Role Summary
The Channel Account Manager works 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). The 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
- 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 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 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 by ensuring partners focus on their renewals and identify cross‑sell opportunities within larger renewals, working closely with Customer Account Teams.
- Work closely 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.
- Participate independently at internal education and training programs.
- Adhere 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.
- Substitute colleagues within the sales team during holidays, illness and transition time.
What You Will Bring
- 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.
All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.
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