Senior Channel Account Executive

9 minutes ago

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Sophos

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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.

1001 - 5000 employees

Founded 1985

🔒 Cybersecurity

☁️ SaaS

💰 Post-IPO Equity on 2021-08

📋 Description

• Maintain relationship with existing platinum and named partners and work with them to ensure business retention and develop business growth through cross sell and new business acquisition • Proactively identify, qualify, recruit, on-board and train new named partners through various methods and work with them to generate new business and increase their Sophos mindshare • Direct end user coverage to expand business with existing and potential customers with sizeable opportunities • Responsible for validating and approving deal registrations for named partners • Follow up leads and partner data proactively to maximise new business potential • Account manage partners via phone, email and on-site visits where required to ensure they receive an excellent service • Engage with all Sophos internal resource to ensure that partners are ‘enabled’ to sell Sophos products and support their customers • Negotiate with (and through) partners in competitive situations to ensure that Sophos is the preferred vendor • 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 all partners within the CRM system to allow targeted marketing communications • 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, contacting the customer directly where necessary • Identify and utilise all relevant internal Sophos resources, escalating where necessary and managing the communication process ensuring the partner is kept informed • Adherence to CRM (Salesforce), business systems and activity management standards, ensuring all activity is logged and accurately updated • Develop and maintain detailed knowledge of Sophos products, services and also that of Sophos competitors to a high standard. • Works with partners to meet individual and country target • Responsible for accepting and placing orders for named partners • Responsible for orchestrating between customers/partners and Sophos internal resources in technical support cases and conflict management.

🎯 Requirements

• Telephone sales • Working with spreadsheets and other business tools • Working towards a sales target • Building mutually beneficial business relationships • Working with a high volume of customers or resellers • Proactive outbound calling in previous roles • Strong communication skills – verbal and written • Native Japanese level fluency • Influencing • Quickly learns and adopts new approaches and techniques • Handling multiple priorities effectively • Teamwork • Conflict handling • Presentation skills • Negotiation • Travel to partner site and customers required • Restricted holiday in March and month end

🏖️ 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