Junior Inside Sales - Partner Account Manager

Abingdon, GB, OX14 3YP GB


Sophos Overview – Cybersecurity Evolved

Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central – the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.



Job Purpose:

You will be working with our Largest Strategic Partner Softcat as an Internal Channel Account Manager, primary focus on the SMB Business (1-100 users), responsible for managing renewals, upsell and new logo business through Softcat and into End-users.


Duties & Responsibilities:

  • Achieve bookings quota & KPIs for all accounts between 1-100 employees in the assigned territory
  • Consistently articulate Sophos value proposition to maintain and expand Sophos’ business within Softcat’s SMB customer base – Key focus on migrating/upselling customers to Sophos NextGen solutions
  • Proven track record selling through Channel Partners but also direct into End-users – Proactively engage with end customers to drive up deal value and close rates
  • Ability to build and deliver presentations
  • Ensure Pipeline management is accurate for the current and quarters ahead
  • Ensure successful customer retention for both number of accounts and revenue
  • Support the automation of renewal business in the sub 50 user space, utilising Sophos’s Partner Portal to streamline lower value renewal business
  • Support SMB channel planning process with the Sophos Channel Account Director
  • Provide SMB Monthly Forecasts
  • Provide fast response times to requests and queries in personal and team mailbox to ensure they receive an excellent service
  • Ensure Softcat deal register new business opportunities
  • Management of SMB Deal registrations – Qualifying and progressing through appropriate sales cycle, providing pro-active communication back to Softcat on next steps
  • Send out relevant communications where required – marketing content, pricelists, promo’s etc
  • Active role in QBR preparation and presentation. Help identify any trends, patterns emerging etc in the SMB space
  • Develop and maintain detailed knowledge of Sophos products, services and also that of Sophos competitors
  • Assist with partner education and training appropriate to your partner’s needs
  • Keep regular contact with your partner through calls and emails
  • Negotiate with (and through) partners in competitive situations in order to ensure that Sophos is the preferred vendor
  • Drive high renewal rates by ensuring partners focus on their renewals and pro-activley update RAG report
  • Spend time onsite with Partners to build relationships


Skills & Experience:  

  • Good Telephone Skills
  • First experience working in a sales or customer service environment
  • First experience working with Channel and/or  End-users
  • High interest in technology sales, ideally IT security industry experience
  • Working towards a sales target
  • Building mutually beneficial business relationships
  • Working with a high volume of customers or resellers
  • Troubleshooting
  • Strong communication skills – verbal and written


Equal Opportunities

Sophos is committed to equality opportunity in all areas of its work. All qualified applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, marital status, race, religion, colour, age, disability or sexual orientation.

If you choose to explore this opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos.  If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights.  If you have any questions about Sophos’ data protection practices, please contact dataprotection@sophos.com.

At Sophos, we want every organization to be protected by innovative, next-generation IT security, even those who don't have a huge IT staff. We protect organizations of all sizes, all around the world by making enterprise-grade security that is simple to deploy, manage, and use. It is our passion, and something we are truly proud of.