Channel Sales Manager – with Leadership Responsibility

🕒 June 30

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Sophos

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1985

💼 Consulting

🏥 Healthcare

🏭 Manufacturing

💰 Post-IPO Equity on 2021-08

Consulting • Healthcare • Manufacturing

Sophos is a leading cybersecurity company that specializes in protecting businesses against advanced cyber threats. The company offers a comprehensive suite of security solutions, including endpoint protection, managed detection and response (MDR), network security, and cloud security. With a prevention-first approach, Sophos aims to stop ransomware and other cyber threats before they cause harm. Sophos provides services such as threat research, security training, and operational support to ensure robust defense against cyberattacks. Their solutions cater to various industries including finance, healthcare, government, manufacturing, and retail. The Sophos Central platform delivers centralized security management, integrating seamlessly with existing IT infrastructure to enhance security posture.

📋 Description

• Lead the team through necessary and contemporary changes related to the company’s strategic goal to be a next-generation cybersecurity leader • Recruit, mentor, and manage a team CAEs in the allocated region • Execute channel-sales and go to market strategies • Identify requirements for Sophos in this part of the market • Achieve bookings quota to achieve company goals • Provide accurate forecasting • Develop the key-partners handled by the CAEs to the next level and assure proper growth as well as selling of next-gen solutions, especially Cybersecurity as a Service • Structure our channel Right: Use and know your metrics: unrenewed rate, BOD, ARR, white space list etc • Increase Channel knowledge by regular training, workshops, webinars • Push New topics / growth enabler like MSP and Cloud – new routes to market • Ensure tight management of partner programme requirements through the CAE Team: 100% program adherence, revenues and certification, renewals, active business plans etc., understand what partner's Business and customer set is • Success Measurement: Accelerate revenue and channel growth; persistent communication with stakeholders in all relevant departments to collect right and appropriate Information, ensure close teamwork of the CAE team with Inside-Sales as well as direct touch teams especially with the enterprise Team; promotes and supports the exchange of knowledge and best-practice-sharing between the different channel teams in EMEA Central.

🎯 Requirements

• Several years team leadership experience • Working experience in 2-tier channel business, knows how this works, able to operate all tools in the background: Partner Portal, Partner Contracts, On boarding of partners, business plans for partners • Experience in working with partner, customer and internal C- level executive contacts • Experience in Sales Operations / process optimisation • Working in a commercial IT environment • Channel Sales experience • Outstanding “can-do” nature that enjoys overcoming objections and challenges. • Excellent organizational skills with ability to manage and prioritize multiple tasks. • Excellent leadership skills • Excellent communication and presentation skills, both written and verbal • Understanding of sales and order process • Understanding of software license and hardware products • Financial Acumen, Ability to understand & forecast recurring revenue model (added) • Knowledge of Salesforce, PowerBI • Willingness to travel in Region • Fluent in German and English

🏖️ Benefits

• Sophos operates a remote-first working model • Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit • Employee-led diversity and inclusion networks that build community and provide education and advocacy • Annual charity and fundraising initiatives and volunteer days for employees to support local communities • Global employee sustainability initiatives to reduce our environmental footprint • Global fitness and trivia competitions to keep our bodies and minds sharp • Global wellbeing days for employees to relax and recharge • Monthly wellbeing webinars and training to support employee health and wellbeing