Manager Commercial Sales – Leadership Responsibility

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Sophos

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1985

🔒 Cybersecurity

☁️ SaaS

💰 Post-IPO Equity on 2021-08

Cybersecurity • SaaS

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

• Achieve team sales targets, KPIs, and business goals; ensure individual target attainment. • Drive new logo and expansion growth by actively managing the pipeline and ensuring consistent, structured call-outs. • Retain and expand the Sophos portfolio within the existing customer base. • Develop and execute strategies and initiatives to increase revenue and strengthen customer and partner satisfaction. • Maintain strong internal collaboration across Central, EMEA, and Global Sales stakeholders as well as Channel Partners and Distributors. • Support the company’s automation and AI strategy by promoting the effective use of Copilot and modern sales tools; lead, enable, and support the team to actively adopt and leverage these capabilities in daily operations. • Prioritize tasks, allocate projects, and leverage individual strengths within the team. • Support your team in daily work and activities when needed, ensuring timely execution and removal of blockers. • Review, implement, and continuously optimize internal Team processes to ensure efficiency gains and sustainable workload reduction. • Ensure effective Team Inbox management by enforcing SLA adherence and applying clear prioritization. • Provide accurate sales forecasts and actively manage pipeline development. • Ensure effective usage of core sales tools (e.g. Salesforce, Clari, Power BI, Copilot, MindTickle) and adherence to sales operations processes. • Promote and support modern sales methodologies (Baseline Selling, iCAN, MEDDPICC). • Conduct regular performance reviews and additional evaluations as required. • Manage team performance by providing constructive feedback and recognizing achievements. • Lead, coach, and mentor the sales team to drive high performance and continuous growth. • Oversee onboarding, training, and development planning to ensure a rapid productivity ramp-up and timely completion of mandatory trainings. • Conduct regular team meetings and ensure continuous communication with key internal stakeholders. • Review and approve travel expenses and other submissions accurately and in line with company policies. • Deliver QBRs and present business updates to management. • Attend customer and partner meetings as well as Sophos events. • Provide coverage for fellow Teamlead/Managers during absences or transition periods

🎯 Requirements

• Several years work experience in a Leadership role across DACH and Eastern Europe • Several years of IT/IT Security expertise, enabling a deep understanding of customer IT infrastructure • Experience in working with channel partners and Distributors across the DACH and Eastern European region, with a strong understanding of cultural and market specifics • Experience in working in a high-volume Commercial Team across DACH and Eastern European Region • People Leadership & Talent Development • Strategic Thinking & Decision-Making • Communication & Stakeholder Management • Accountability & Ownership • Change Leadership & Adaptability • Results Orientation & Customer Focus • Fluent in German and English

🏖️ Benefits

• Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. • 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