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Channel Account Manager

Dallas, TX, US

Sales

Inside Channel Account Manager 
 

Main Duties

Territory Management

  • Attend Weekly Team Meetings with Inside SE and extended team
  • Consistently meet and exceed quota
  • Manage relationships for owned business in territory
  • Understand your territory space and the partner landscape for your space
  • Drive regular communication with team and to channel partners

End User Sales Management

  • Work with SDRs on prospecting and campaigns for 1-500 Users
  • 10 new or CUT biz meetings/demos a week, excluding straight renewal business
  • Build a pipeline and execute on each phase of the sales process
  • Build and maintain end user relationships for owned business
  • Focus proactively on pipeline to build new business for space
  • Appropriately map specific solutions to prospects needs
  • Drive the sales opportunity by providing leadership and orchestrating internal and external resources
  • Hold end users accountable for stated and agreed upon outcomes
  • Identify Top Target Prospects for owned business (ongoing)
  • Leverage relationships with key customers in the patch and position cross sell/upsell
  • Manage with  all Sales business, New, CUT & Renewal for 1-500

Partner Sales Management

  • Ownership of Silver Partner Lifecycle, recruit, enable, onboard and drives business through the channel
  • Identify the Silver partners with high growth potential and double down efforts with them
  • Work with your top National Reps on account mapping and develop a regular cadence where you pass leads and ask for some in return
  • Build and maintain Silver partner relationships
  • Identify preferred authorized and silver partners as early as possible within every sales cycle
  • Articulate the sales strategy and action plans to all partners
  • Hold partners accountable for stated and agreed upon outcomes
  • Schedule and complete with Inside SE  partners trainings both Sales and Technical per quarter

Operational Management

  • Manage Forecast for Territory in Clari (At least once a week)
  • Properly document all real time sales related sales activities in SFDC including win/loss data
  • Use Zoom Info and other tools to help in proactively prospecting both prospective customers
  • Keep an up-to-date calendar

Enablement Management

  • Engage in continued learning and personal development (Sophskills are mandatory)
  • Maintain ongoing knowledge of industry, territory, target accounts, top/target partners and competitive landscape
  • Share best practices regarding tools, sales techniques and opp management with team members
  • Participate in all enablement activities including stand & delivers
  • Continuously updates and leverages knowledge of Sophos products, resources, sales process and tools to drive revenue

 

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.