Country Manager - Nordics

Kista, SE, 164 51


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

You will be responsible for leading the Nordics business unit for Sophos reporting directing to the RVP for UKI & Nordics. Moreover you will be responsible for developing execution plans and strategies within the local go to market to drive profitable revenue through direct customers engagement, direct reseller partner development and building on the successful distribution network. Lead from the front by directly influencing and managing the execution of multi-disciplined team spread across the region building a sustainable business for the future.


Main Duties

  • Work directly with the RVP to develop and execute against the agreed sales strategies which maximise the success of Sophos across the region within both the customer community and partner community
  • Lead and manage the team to over-achieving against the product revenue goals set for net new customers acquisition, customer cross sell sales and the retention of customer renewals.
  • Work closely with every individual within the team to guide, motivate and develop their skills to deliver on the individual goals set out by the company
  • Build strong cross functional relationships with the key teams and departments across the business to ensure the Nordics success  
  • Develop and execute on growing on the strong working profitable relationships within the existing partner community, while developing new partner acquisition across the region
  • Closely manage the core indicators to ensure the local resource are focused on the right engagements, produce strong product sales in the right markets that Sophos play 
  • Regularly review the distribution and partner performance and develop strategies to develop these relationships for future success
  • Drive the regional channel planning process (define capacity, recruitment and enablement requirements for all partner types)
  • Identify, recruit, on-board, and enable and manage all partners and distributors in the assigned region
  • Manage the pipeline development and revenue forecasting for the Nordics
  • Conduct joint-business planning and measurement of the key top partners cross the Nordics
  • Lead the Sophos technical resources to support sales activities across the Nordics
  • Cultivate strong consultative relationships with the local team to drive a culture of success across the Nordics
  • Log all activity to maintain accuracy of CRM/PRM and forecasting systems
  • Maintain a detailed understanding of customer's business (pain points, priorities, business drivers, etc.) to appropriately align specific solutions to their needs
  • Maintain a detailed understanding of partner's business (pain points, investment areas, profitability factors, etc.)
  • Consistently articulate the Sophos value proposition to customers and partners in order to maintain and expand the Sophos business across the Nordics 
  • Understand and effectively articulate the requirements, expectations, and benefits of the Sophos Partner Program
  • Deliver presentations, host events and act as a spokesperson at customer meetings, partner events and industry events
  • Provide feedback and input to Product Management that is received from customers to help shape the product roadmap and product development needs
  • Work closely with the marketing team in order to build marketing plans for the region and to continuously address our existing channel partners as well as our customers and prospects 
  • Manage group and individual performance and productivity. Regularly evaluate individual employee job performance 


Skills & Experience

  • In depth experience of selling with and through partners and distributors
  • Experience selling technology solutions to business in the assigned market -- Nordcis
  • Experience of recruiting, onboarding and managing partners and distributors in a technology environment
  • Proven track record of achieving and exceeding sales quotas
  • Proven track record of hiring top performers across the region
  • Proven track record of developing key people across the various functions
  • Leading multi-site teams in different cultural environments, development of a strong team spirit and culture
  • Influencing senior customer and partner decision makers within large complex organisations
  • Managing an accurate forecasting process
  • Familiarity with CRM/PRM and forecasting systems
  • Knowledge of software channel ecosystems and business customs in the assigned country
  • Strong Leadership Skills (troubleshooting, conflict management, coaching of team members) 
  • Ability to present, negotiate and sell to senior level executives
  • Fluent in English and Swedish 

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.

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