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Internal Distribution Account Manager (fix-term for 1 year)

Abingdon, GB, OX14 3YP

Sales

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 has major hubs around the globe. More information is available at www.sophos.com

 

Job Purpose

As Internal Distribution Account Manager you wil worki with our UK Distributors, supporting the Distribution Sales Manager focused on delivering support and pro-active engagement to drive new , processes, business sales and to hit quota.

 

Duties & Responsibilities

  • Provide Account Management to Distribution 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 Channel 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 processes and where appropriate closure of 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

 

Experience

  • Telephone Skills
  • Previous use of CRM system
  • Familiar with Excel
  • Working in a sales or customer service environment
  • Knowledge/experience of working with distributors

 

Desirable:

  • IT security industry experience
  • Working towards a sales target
  • Building mutually beneficial business relationships
  • Working with a high volume of customers or resellers

 

Skills & Abilities

  • Troubleshooting
  • Strong communication skills – verbal and written
  • Influencing
  • Fast learner
  • Prioritising
  • Teamwork
  • Conflict handling
  • Negotiation

 

What’s Great About Sophos?

  • Our people are what makes Sophos special – we demonstrate shared vision, talent, innovation, and creativity, all of which are accompanied by a great sense of fun and team spirit.
  • Employee-led diversity and inclusion groups that build community within Sophos and provide internal education and advocacy (eg. Sophos Women in Tech group to improve gender parity, encourage gender-balanced leadership, and support career progression at Sophos)
  • Sophos Environment Network and employee challenges to contribute to sustainability and reduce our environmental footprint
  • Annual commitment to charity and fundraising across our global sites and volunteer days for employees to give back to local communities
  • Global trivia competitions to keep our minds sharp
  • Global Mental Health days off work for all Sophos to help employees relax and recharge
  • Monthly employee wellbeing webinars and training to support employee health and wellbeing
  • Employee rewards and thanks, such as our free annual subscription to Calm

 

Our Commitment To You

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity.   We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants that can contribute to the diversity of our team.  All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.  We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.

 

Data Protection

If you choose to explore an 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 opportunites 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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