Senior Channel Account Executive - Rome

Rome, IT, 143


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

As Senior Channel Account Executive you are responsible for managing all assigned partners in territory (South of Italy), driving sales through assigned top partners, and leading the territory channel planning process. 


Location: Rome 


Main Duties

  • Achieve bookings quota for all partners in the assigned territory (South of Italy)
  • Achieve new business and product targets for all partners in the assigned territory
  • Manage all channel partners in the assigned territory
  • Drive territory channel planning process (define capacity, recruitment and enablement requirements for all partner types) to support sales targets for all customer segments in the territory
  • Identify and recruit top partners as defined by the channel planning process
  • On-board and enable top partners to ensure partner success in selling and supporting all Sophos solutions
  • Communicate and follow up to ensure top partners remain up to date on all necessary training and certifications
  • Co-market and co-sell with assigned territory partners
  • Conduct joint -business planning with top territory partners
  • Align Sophos resources to support partner sales activities
  • Cultivate strong consultative relationships with key individuals at top partners and act as single point of contact to ensure satisfaction of top partners 
  • Log all activity to maintain accuracy of CRM/PRM and forecasting systems
  • Maintain a detailed understanding of top partners’ business (pain points, investment areas, profitability factors, etc.)
  • Consistently articulate Sophos’ value proposition to top partners in order to maintain and increase Sophos’ share of each partner’s business

Skills & Experience  

  • Several years of experience managing channel partners in a network or cybersecurity environment
  • Proven track record of achieving and exceeding territory partner sales quotas
  • Knowledge of software channel ecosystems in the territory
  • Familiarity with CRM/PRM and forecasting systems
  • Broad business background, including knowledge of basic financial, marketing and selling concepts
  • Strong negotiation, presentation, communication, and interpersonal skills 
  • Fluent in Italian and good English language skills 

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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