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Channel Account Manager 3

Vancouver, Canada Office, Vancouver, Canada Office, CA, V6C 1W6

Sales

Sophos Overview – Cybersecurity Evolved

 

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 is headquartered in Oxford, U.K. More information is available at www.sophos.com.

 

Job Purpose:

Responsible for managing the relationship with assigned territory partners and supporting the Channel Account Executive (CAE) in the management of top partners, primarily over the phone.

 

Main Duties:

  • Achieve bookings quota for all assigned territory partners (generally those not managed directly by the CAE)
  • Achieve new business and product targets for all assigned territory partners
  • May include responsibility for billings for a market segment below a pre-defined hard deck
  • Manage relationships with assigned territory partners (generally, those not managed directly by the Channel Account Executive)
  • Support the Channel Account Executive in managing top partners in the territory
  • Facilitate channel engagement in support of territory sales goals
  • Coordinate recruitment as required by territory channel planning process
  • Organize on-boarding and enablement activities for assigned territory partners
  • Align Sophos sales resources to support identified opportunities from assigned territory partners
  • Cultivate strong consultative relationships and act as a primary point of contact for assigned territory partners to ensure partner satisfaction
  • Log all activities to maintain accuracy of CRM/PRM and forecasting systems
  • Maintain a detailed understanding of assigned partners’ business (pain points, investment areas, profitability factors, etc.)
  • Consistently articulate Sophos’ value proposition to assigned territory partners in order to maintain and increase Sophos’ share of each partner’s business
  • Effectively articulate the requirements, expectations, and benefits of the Sophos Partner Program to assigned channel partners

 

Skills & Experience:

  • Proven experience of managing channel partners in a technology environment
  • Experience of facilitating onboarding and enablement activities for channel partners
  • Knowledge of software channel ecosystems in the territory
  • Familiarity with CRM/PRM and forecasting systems
  • Strong Negotiation skills
  • Strong Presentation skills
  • Strong Communication and Interpersonal skills
  • Excellent telephone selling skills
  • Ability to thrive in a team selling environment

 

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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