Sophos11d ago

Channel Account Executive

AustriaRemotePermanentmid

SalesOtherAccount ExecutiveChannel Account Executive

0 views0 saves0 applied

Apply Now

Quick Summary

Overview

About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services.

Technical Tools

SalesOtherAccount ExecutiveChannel Account Executive

About Us

Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.

Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.

Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

The Channel Account Executive is responsible for managing and restructuring all assigned partners in territory, driving sales through assigned top partners, and introducing as well driving the territory channel strategy. Acquire new partners with Cybersecurity as a Service- and/or Enterprise- Focus. The Channel Account Executive needs to grow Sophos business in line with the sales targets and long-term business plan by working with assigned partners in region and lead the expansion and growth of this partner to ensure a successful long-term relationship.

Cybersecurity as a Service- and/or Enterprise- Partners and work very closely with the Sophos sales team (Commercial, Midmarket and Enterprise).

Analyze and restructure the partners in the assigned territory and build a top partner setup.

Act as the responsible Sophos person for the assigned partners to provide solutions, leveraging Sophos representatives and resources where necessary, to make Sophos the preferred vendor within the Partner.

Create and deliver formal presentations to large and small, technical and non-technical Partner audiences, including C Level representatives, in order to gain commitment to sell Sophos and increase share within the Partner. Gain access and manage relationships with senior level executives on partner side

Achieve bookings quota for assigned partners in the assigned territory

Achieve new business and product targets for all partners in the assigned territory

Analyse any past performance, Sophos and competitor share of business, and growth potential of these partners, to develop and execute on a joint Partner business plan that drives our mutual business in line with Sophos short and long-term aspirations. Business plans with quarterly review during the year.

Gain a detailed understanding of the partners business, investment areas, and profitability factors to positively influence the joint business plan, growing our business, and shrinking our competitors’ share of the Partners business.

Support development of territory channel planning (define capacity, recruitment and enablement requirements for all partner types) to support sales targets for all customer segments in the territory

Engage with Partner sales teams in sales opportunities in prospective and existing client sites in order to drive up deal value and closure rates.

Develop and manage revenue for mid-tier / medium enterprise accounts, assure a healthy renewal and runrate business

Identify and recruit top partners as defined by the channel planning process

On-board and enable partners to ensure partner success in selling and supporting all Sophos solutions

Communicate and follow up to ensure assigned partners remain up to date on all necessary training and certifications

Co-market and co-sell with assigned territory partners

Support joint -business planning with top territory partners

Align Sophos resources to support partner sales activities

Log all activity to maintain accuracy of CRM/PRM and forecasting systems

Provide on a weekly basis an accurate sales forecast for assigned partners, ensuring that it is within 10% of actual and provided in the right format and at the right time.

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.

Articulate Sophos key Cyber Security technology MDR, ITDR, Workspace Protection and Security Services at all sales teams of each partner

Identify requirements and engage Sales Engineering, Marketing and Direct Touch to provide support throughout the sales cycle and beyond

Articulate product and sales strategy feedback from the market to relevant groups within Sophos

Proven experience in Partner acquisition

Working experience of recruiting, onboarding and managing channel partners in a Technology environment

First working experience of developing territory plans

First working experience of developing Business plans

Proven track record of achieving and exceeding territory partner sales quotas

Understanding of the target market and ist Dynamics

Knowledge of software channel ecosystems in the territory