Senior Manager, Sales and Channel Enablement, Americas

Burlington, MA, US, 01803

Marketing

Sophos makes IT security simple with next-generation solutions that protect networks, servers, and devices, wherever they are. Today, more than 100 million users in 150 countries and a global network of channel partners trust Sophos to deliver simple solutions to complex security challenges. Focused on innovation and backed by a global network of Sophos Labs threat intelligence centers and industry-leading support, Sophos delivers solutions that are simple to deploy, maintain, and manage, enabling organizations to focus on performance and growth. Sophos — Security made simple.

 

 

Job Purpose

As the Sales and Channel Enablement Manager for the Americas region you will work closely with sales leadership and marketing managers to develop and implement enablement plans for both our internal sales teams and channel partners. You will drive the development and delivery of programs that include: sales and partner on-boarding, sales professional development, value proposition and product launch readiness, channel workshops and certification classes. As a naturally inquisitive person you will use data and your ability to get close to your target audiences to gain a deep understanding of the needs of the region, using that knowledge to create plans that will successfully meet regional objectives. In addition to driving regional enablement you will from time to time be responsible for the development and implementation of global programs to improve overall productivity and effectiveness of Sophos Sales teams and Sophos Channel Partners around the world.

 

The successful candidate will be a strong leader who commands respect from senior management, sales leaders and sales people, and can be persuasive and influential while successfully building the relationships required to be effective. As a natural communicator and collaborator, you will enjoy finding new ways to solve problems and to help make learning accessible and engaging for sales people wherever they may be, and you will thrive in a fast-paced environment. In this role you must be able to look ahead and diagnose potential issues before they arise, and you must always be looking for new ways to innovate and help your sales teams become more productive. The role is responsible for contributing to sales and marketing alignment and will therefore be an excellent communicator and organizer both within the sales organization, and across various departments that will support the execution of your plans.

 

Main Duties

Your goal is to prepare all Americas regions to win more and accelerate our business growth by improving the effectiveness and efficiency of sales, technical pre-sales, and channel partner efforts

  • Define the Americas internal sales and channel enablement strategy and create plans with defined success metrics for territories throughout the region 
  • Design and organize ongoing professional development program for Sales staff including Sales Development Reps and Sales Engineers in the Americas, including the continued rollout of the Sophos CAN Sell™ sales methodology
  • Design a compelling program of enablement activities, portfolio of resources, incentives for our channel partners and a model for connecting our partners and sales team, including managing the schedule of channel enablement workshops.
  • Execute the Americas Sales and Channel enablement plans to provide the best ROI from the available budget
  • Work with the global enablement team to regionalize and run new hire sales onboarding across the Americas region
  • Oversee the annual Sales Summit (Kickoffs) working with the Marketing, Sales, and Executive teams
  • Coach sales representatives and provide needs assessment evaluations to ensure programs and activities are relevant to individual roles and needs
  • Work closely with product management, product marketing and regions to coordinate education requirements and rollout for new products and launches
  • Monitor and report on the overall effectiveness of internal and channel partner training programs including sales and technical certification
  • Assess and provide visibility of program effectiveness in terms of effectiveness of messaging, content, and sales tools, regional selling and engagement, and the training and support delivered
  • Enable sales teams and partners to get the best use out of marketing and sales enablement materials and ensure best practices are shared both regionally and globally
  • Influence regional and global strategy by gathering feedback from sales teams on a regular basis to constantly improve enablement programs, share insight and coordinate with all stakeholders to continually enhance enablement activities

 

Skills & Experience

Essential:

  • Previous experience in a Learning and Development, Sales Enablement, Direct Sales, Channel Account Management or Product Marketing role
  • Strategic thinker who can transform vision into structured plans, actions, and metrics
  • Strong record of managing Sales Enablement programs resulting in positive sales results
  • Facilitating sales training programs and delivering training, both in-person and remotely
  • Demonstrated ability to communicate effectively with sales leadership and to build productive working relationships at senior levels
  • Strong organizational and planning skills, able to progress quickly on multiple priorities in parallel
  • Exceptional written and verbal communication, and polished presentation skills
  • Able to articulate complex matters in a way that is easily understood by all types of audiences
  • Excellent listener, able to continually gather and act on feedback to constantly improve programs
  • Ability to see initiatives through to the end, while measuring results and adjusting plans as needed
  • Ability to identify, influence and manage ad hoc teams without solid lines of authority

Desirable:

  • Previous working experience with a competitive vendor in the cybersecurity market
  • Success working across multiple geographic regions
  • Understanding of adult learning and instructional design lifecycle
  • Ability to understand the impact of decisions on other areas of the business
  • Capable of articulating the positioning and business value of Sophos portfolio

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 data protection policy which can be found here 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 reply to this or other emails from Sophos clearly stating your request, or follow the steps set out in the data protection 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.


Nearest Major Market: Boston