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Senior Channel Account Executive

Abingdon, GB, OX14 3YP

Sales

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:

To lead the Managed Accounts team in engaging, qualifying and growing partner revenue. Managing the Sophos relationship with a group of high potential partners in order to grow Sophos business in line with the sales targets and long-term business plan. Lead the enablement of new and existing partners to ensure a successful long-term relationship.

 

Main Duties:

  • Develop relationships with Partner Sales Managers and technical staff and identify barriers and reservations to selling Sophos.  Provide solutions, leveraging Sophos representatives and resources where necessary, to make Sophos the preferred vendor within the Partner.
  • Create and deliver formal presentations to large and small, technical and non-technical Partner audiences, including C Level representatives, in order to gain commitment to sell Sophos and increase share within the Partner.
  • Analyse any past performance, Sophos and competitor share of business, and growth potential of existing partners, to identify partners that have the potential to become high value (£1M+ per year).
  • Develop and execute on a joint Partner business plan that drives our mutual business in line with Sophos short and long-term aspirations.  This will be done as part of the on boarding process, and then used as a basis for joint quarterly review during the year.
  • Gain a detailed understanding of the partners business, investment areas, and profitability factors to positively influence the joint business plan, growing our business, and shrinking our competitors’ share of the Partners business.
  • Develop and execute marketing plans to further Sophos business in line with the business plan, seeking support and agreement from the marketing dept. ensuring correct resource allocation.
  • Develop and manage partner technical readiness plans to further Sophos business in line with the business plan, seeking support and agreement from the Sales Engineering team to ensure correct resource allocation.
  • Develop and manage partner sales, pre-sales readiness plans to further Sophos business in line with the business plan.
  • Engage with Partner sales teams in sales opportunities in prospective and existing client sites in order to drive up deal value and closure rates.
  • Work with and lead the Sophos account team including the aligned internal Managed team account manager, ensuring clear roles and responsibilities for all team members in achieving the goals set out on the business plan.
  • Work with the aligned Internal Channel Account Managers to provide on a weekly basis an accurate sales forecast for assigned partners, ensuring that it is within 10% of actual and provided in the right format and at the right time.
  • Establish support mechanisms to make Sophos the easiest and preferred vendor to work with and actively remove barriers to that aim, driving a positive impact in partner satisfaction and Sophos share of the Partner’s business.
  • Ensure that the account team keep all systems and tools updated with account information in order to improve team integration/connection and enhance Sophos corporate memory.
  • Resolve conflicts arising with and between partners by negotiating with partner, customer and internal representatives, to ensure a win/win situation for all parties.
  • Identify opportunities for increased effectiveness and drive initiatives with the Sales Management team, other Sales teams, Sales Engineering, Marketing and Product Management.Provide feedback, guidance and coaching to Internal Channel Account Managers in the Managed Accounts team to enable them to develop their skills and add greater value in their interactions with Partners.

 

 

Skills & Experience:

  • Working towards and achieving sales targets in a reseller based business model
  • Working in a commercial IT environment
  • Developing and executing against business and account plans
  • Leading a virtual account team and driving it towards common goals
  • Managing the whole sales process, including customer acquisition, development and retention
  • Selling into complex organisational structures, including multiple level selling
  • Creating and delivering presentations to C Level audiences
  • Sales forecasting in a reseller based business model
  • Strong communication skills - written, verbal, presentation
  • Quickly learns and adopts new approaches and techniques
  • Conflict handling with customers, partners and across internal departments

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.