Inside Channel Account Manager

Belgium Remote
Job Requisition Number:  EMSLS300

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
As an Inside Channel Account Manager you will be in charge to develop strong and meaningful relationship with channel resellers and distributors, supporting them with sales enablement, training, product knowledge, marketing, up and cross selling opportunities. As the main point of contact, mainly over the phone/remotely, for assigned channel partners, your primary focus will be supporting them in pipeline growth and development, pro-actively challenging them to perform in the best possible way.
The role can be based remotely within Belgium.


What You Will Do

  • Work within the Belux perimeter in order to develop and manage the distributors and resellers that will be assigned, while bring onboard new ones, raising product awareness and market share growth of Sophos products;
  • Develop and implement sales plans and initiatives, also in conjunction with Marketing, working effectively with channel partner network to maximize shared goals and opportunities to sell Sophos complete range of products and services;
  • Organize enablement activities for Sophos resellers;
  • Help channel partners in closing deals with end users customers, while improving support on customer retention and minimizing the % unrenewed deals;
  • Provide onsite support on corporate fairs and partner events;
  • Effectively articulate the requirements, expectations, and benefits of the Sophos Partner Program to partners;
  • Partner with the internal team, as well as other functions (Product, Engineering, Sales Ops, Legal etc.), in developing winning value propositions and closing the deals;
  • Prepare quotations for assigned resellers and distributors;
  • Update sales database (Salesforce) with all relevant information to maintain accuracy on sales forecasting;
  • Effectively use financial metrics to meet your overall goal accomplishment and forecast your pipeline activity;
  • Contribute to improve the sales process and the development of best practices, providing qualitative and quantitative feedback to channel partners, marketing and the sales team;
  • Develop appropriate knowledge on our solutions and those of our competitors.


What You Will Bring

  • Experience in proposing technical products and services in the ICT field, knowledge of cybersecurity products and services is highly preferred;
  • Previous experience in an indirect sales role, focused on development and management of the partner network to maximize shared goals and sales opportunities;
  • Good working knowledge of indirect sales process, including onboarding, enablement, retention and partner care aspects;
  • A proven sales track record within an inside sales role;
  • Goal orientated with the ability to exceed targets and KPI’s;
  • Excellent communication and negotiation skills with the ability to identify channel partners’ needs and pains and to underline the value of Sophos product line;
  • Must be motivated, self-starter, and be able to deal with ambiguity and work in a fast pace environment;
  • Able to work independently as well as part of a team;
  • Knowledge of CRM tools, Salesforce knowledge is preferred;
  • Fluent in French, Dutch and English.


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 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.

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