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Channel Account Manager

Dallas, TX, US

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

 

Role Summary 

This role is responsible for managing the Sophos relationship with dedicated national partner accounts as one of the higher-level strategic partners in the partner program, that acts nationwide in order to grow Sophos business in line with the sales targets and long-term business plan. Lead the expansion and growth of this partner to ensure a successful long-term relationship.  

 

What You Will Do

•    Act as the responsible Sophos person for the partner nationwide to 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. 
•    Gain access and manage relationships with senior level executives on partner side
•    Analyze any past performance, Sophos and competitor share of business, and growth potential of these national partners, to develop and execute on a joint Partner business plan that drives our mutual business in line with Sophos short and long-term aspirations. Business plans with 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 an overall business plans to further Sophos business, seeking support and agreement from cross-functional Sophos departments, ensuring correct resource allocation.
•    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.
•    Develop and manage business plan to drive revenue for mid-tier / medium enterprise accounts.
•    Provide the sales foundation and credibility to acquire and retain mid-tier / medium Enterprise accounts through these partners and connect CAE’s/CAM’s/EAEs in territories in best way to do joined business.
•    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 Partner Sales Support Executives and Partner Sales Support Assistants to enable them to develop their skills and add greater value in their interactions with Partners.

 
What You Will Bring

 

Essential:
•    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
•    Be part of a virtual account team and driving it towards common goals
•    Managing the whole sales process, including customer acquisition, development and retention
•    Selling into complex organizational structures, including multiple level selling
•    Identifying and implementing process improvements
•    Creating and delivering presentations to C Level audiences 
•    Sales forecasting in a reseller based business model.

Desirable:
•    Understanding of the Cyber Security market
•    Experience and involvement in marketing programs
•    Experience in analyzing businesses, understanding Annual Reports and the basis of investment decision  


Skill & Abilities

  • Essential:
    •    Strong communication skills - written, verbal, presentation
    •    Quickly learns and adopts new approaches and techniques
    •    Conflict handling with customers, partners and across internal departments
    •    Influencing at C level
    •    Multiple level selling skills
    •    Numerate
    •    Analytical
    •    Negotiation skills in complex situations
    •    Commercial awareness
    •    Coaching
    •    Accurate Forecasting

 

Special Conditions

•    A full clean driving license is required for this role.
•    Restricted holiday in March

 

 

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.


Nearest Major Market: Dallas
Nearest Secondary Market: Fort Worth