Channel Account Manager - Inside Sales (m/f/d)

About Us
Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.
 
Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.
 
Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

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 on 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 your 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 through ensuring partners focus on their renewals and


• identify cross-sell opportunities within larger renewals, work closely with Customer Account Teams


• Work close 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


• Independent participation at internal education and training programs


• Adherence 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


• Substitution of 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

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