Internal Channel Account Manager

Paris, FR, 95870


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 work with Sophos Regional Partners, managing their accounts with Sophos through telephone and email contact, secure, drive revenue and partner satisfaction.


Main Duties

  • Achieve bookings quota & KPIs for all assigned Regional Partner Accounts
  • Work with Sophos Regional Partners in collaboration with dedicated Regional Channel Account Executives to drive Partner business
  • Work with the Channel Account Executives to develop and execute on a joint Partner business plan that drives our mutual business in line with Sophos short and long-term aspirations.  This should be done at the beginning of the Fiscal Year, and then used as a basis for joint quarterly review during the year.
  • Be the first point of contact for operational issues and act as coordinator between the Partner and Sophos
  • Consistently articulate Sophos’ value proposition to Partners to maintain and expand Sophos’ business within Partner base
  • Support channel planning process in collaboration with dedicated Regional Channel Account Executive for assigned Partners
  • Support Customer Account Teams to secure and develop Partner Opportunities
  • Maintain close relationships and establish regular meetings with Customer Account Teams to support pipeline management process
  • Successfully implement Sophos DACH sales methodology ‘BaseLine Selling’ in your daily business calls with partners
  • Create and deliver sales related presentations through webcasts to the sales team at the Regional Partners to gain commitment to sell Sophos and increase share within the Partner.
  • Offer knowledgeable advice and support Partners with their inquiries
  • 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.
  • Drive a high renewal rate through the partner’s customers through ensuring partners focus on their renewals and identify cross-sell opportunities within larger renewals, work closely with Customer Account Teams
  • Provide information, arrange training and coach Partners to ensure that they are trained to use Sophos systems and tools (Partner Portal etc…)
  • Identify and classify Regional Partners within the CRM system to allow targeted marketing communications
  • Develop and maintain detailed knowledge of Sophos products and services
  • Independent participation at internal education and training programs
  • Adherence to CRM (Salesforce), business systems and activity management standards, ensuring all activity is logged and accurately updated
  • Provide fast response times to requests and queries in personal and team mailbox
  • Quoting of NFR related inquiries
  • Analyse Partner performance based on Management key metrics (e.g. revenue, % un-renewed rate, pipeline, won/loss, product growth etc…)
  • Deliver quarterly business review to Management
  • Attend partner sites and Sophos organised Partner events to generate business opportunities when necessary
  • Substitution of colleagues within the sales team during holidays, illness and transition time


Skills & Experience


  • Several years work experience preferably in sales environments
  • Preferably experience in selling IT solutions
  • Experience selling with and through channel partners
  • Strong time management and organisational skills
  • Strong communication & telephone skills
  • Previous use of CRM system
  • Working in a sales or customer service environment
  • Strong structured working method
  • Strong communication skills – verbal and written
  • Strong Negotiation skills
  • Strong Presentation skills
  • Ability to prioritize
  • Conflict handling approach
  • Ability to thrive in a team selling environment
  • Strong skills in flexibility, proactivity and self -motivation approach
  • Ability to be technically minded
  • Quickly learns and adopts new approaches and techniques



  • Working in an IT/Channel sales environment
  • Knowledge of channel sales model
  • Knowledge of sales methodologies
  • Previously work closely with outside sales Teams 
  • Knowledge of sales methodologies including opportunity planning
  • Creativity & Innovation
  • Problem solving attitude
  • Decisiveness
  • Tenacity
  • Teamworking
  • Ability to be technically minded
  • Highly motivated and driven
  • Resilience


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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