Senior Manager Channel Sales (m/f/d) National Team - 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 Senior Manager Channel Sales National-Team is responsible for driving sustainable growth, transformation, and execution excellence for the German National-Team and across the Named-Partner setups in Austria and Switzerland (7 employees). 
The role leads a geographically and culturally diverse CAE team, with full accountability for: 
Revenue growth (new + renewals + expansion) 
Partner transformation towards recurring revenue and platform-based selling 
Consistent execution of the regional go-to-market strategy 
Success is measured by quota achievement, but also by the ability to evolve the national partners in Germany and named partner setups in Austria & Switzerland, increase recurring revenue, and build a high-performing, aligned team across different markets. 

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


• Drive the transformation of the partner ecosystem from transactional business to recurring revenue-driven models


• Recruit, mentor, and manage a team of CAEs in the allocated accounts & regions


• Execute channel sales and go-to-market strategies in alignment with regional and global priorities


• Drive close team work with direct-touch teams in segments


• Identify market opportunities, growth areas and partner potential in the assigned setups


• Analyse, evaluate and interpret business performance based on data and key metrics; identify performance gaps and derive clear, actionable insights and priorities to drive growth


• Achieve bookings quota across new business, renewals and expansion to meet company goals


• Provide accurate forecasting and ensure pipeline quality, transparency and execution discipline


• Develop key partners to the next level, focusing on recurring revenue, services capabilities and platform adoption


• Lead business transformation initiatives (e.g. migration to next-generation and service-based offerings)


• Structure and evolve the channel based on partner maturity, segmentation and growth potential


• Use and understand key metrics: renewal rate, ARR, white space, pipeline coverage, partner performance


• Increase channel capability and knowledge through regular training, workshops and enablement programes


• Drive growth topics and new routes to market such as platform business, cloud and recurring revenue models


• Ensure tight management of partner programme requirements through the CAE Team: Ensure high level of programme adherence (revenues, certification, renewals, active business plans), drive partner performance and revenue contribution, understand the partner’s business model, customer base and growth potential

• 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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