Manager Channel Sales (m/f/d) - with leadership responsibility

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.

Role Summary 
The Manager Channel Sales will manage and develop the Austrian, Switzerland and Eastern Europe CAE-Team.  
His/Her main duty is to build and grow the Sophos Business with Keypartners in the allocated region. This includes implementing the sales/channel strategy and priorities with his CAE team as well as representing Sophos on key industry events.  
 
Success will be measured by the overall performance and quota achievement of the CAE team as well as team member performance and satisfaction. 

What You Will Do:

• Lead the team through necessary and contemporary changes related to the company’s strategic goal to be a next-generation cybersecurity leader


• Recruit, mentor, and manage a team CAEs in the allocated region


• Execute channel-sales and go to market strategies


• Identify requirements for Sophos in this part of the market


• Achieve bookings quota to achieve company goals


• Provide accurate forecasting


• Develop the key-partners handled by the CAEs to the next level and assure proper growth as well as selling of next-gen solutions, especially Cybersecurity as a Service


• Structure our channel Right: Use and know your metrics: unrenewed rate, BOD, ARR, white space list etc


• Increase Channel knowledge by regular training, workshops, webinars


• Push New topics / growth enabler like MSP and Cloud – new routes to market


• Ensure tight management of partner programme requirements through the CAE Team: 100% program adherence, revenues and certification, renewals, active business plans etc., understand what partner's Business and customer set is


• Success Measurement: Accelerate revenue and channel growth; persistent communication with stakeholders in all relevant departments to collect right and appropriate Information, ensure close teamwork of the CAE team with Inside-Sales as well as direct touch teams especially with the enterprise Team; promotes and supports the exchange of knowledge and best-practice-sharing between the different channel teams in EMEA Central.

• Several years team leadership experience


• Working experience in 2-tier channel business, knows how this works, able to operate all tools in the background: Partner Portal, Partner Contracts, On boarding of partners, business plans for partners


• Experience in working with partner, customer and internal C- level executive contacts


• Experience in Sales Operations / process optimisation


• Working in a commercial IT environment


• Channel Sales experience


• Outstanding “can-do” nature that enjoys overcoming objections and challenges.


• Excellent organizational skills with ability to manage and prioritize multiple tasks.


• Excellent leadership skills


• Excellent communication and presentation skills, both written and verbal


• Understanding of sales and order process


• Understanding of software license and hardware products


• Financial Acumen, Ability to understand & forecast recurring revenue model (added)


• Knowledge of Salesforce, PowerBI


• Willingness to travel in Region


• Fluent in German and English

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