Internal Channel Account Manager - Strategic Team (6 month contract)

Abingdon, GB, OX14 3YP


Sophos Overview – Cybersecurity Evolved

Sophos evolves to meet every new challenge, protecting more than 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs, our cloud-native and AI-enhanced solutions are able to adapt and evolve to secure endpoints and networks against never-before-seen cybercriminal tactics and techniques. Managed through our award-winning, cloud-based platform, Sophos Central, our best-of-breed products work together through our unique Synchronized Security system to share threat intelligence and respond to evolving threats. The Sophos suite of products secures networks and endpoints against automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.



Job purpose:

Working with a small set of Strategic Sophos Partners, supporting the external Account Executives focused on delivering support and pro-active engagement to drive new business sales and to hit quota. This role is a 6 month contract/secondment. 


Main duties:

  • Provide Account Management to Strategic Sophos Partners via the phone and email, ensuring that they receive an excellent service
  • Provide fast response times to quote requests and queries
  • Work with your Partners and Sophos High Touch Sales Teams to identify upsell and cross sell opportunities
  • Working with our High Touch sales teams to progress pipeline and key top deals
  • Deal Registration allocation and general management, including following up on the 30 day closures, identify un-progressed deal registrations and take necessary action
  • Ensure partners deal register new business opportunities
  • Send out relevant communications where required – marketing content, pricelists etc
  • Active role in QBR preparation and presentation. Help identify any trends, patterns emerging etc in Partners or wider business
  • Ensuring orders get processed correctly, credit is good, the teams are aware of what’s needed before it reaches us
  • 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-actively update RAG report
  • Pro-actively manage sub 50 user opportunities
  • Spend time onsite with Partners to build relationships
  • Monitor and report on Partner incentives
  • Report on Partner sales and technical training


Skills & experience:

  • Telephone Sales Skills
  • Previous use of CRM system
  • Familiar with Excel
  • Working in a sales or customer service environment
  • 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
  • Influencing skills
  • Fast learner
  • Prioritising tasks
  • Teamwork
  • Conflict handling
  • Negotiation



Equal Opportunities & Privacy

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.

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