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Channel Account Manager - Inside Sales (m/f/d)

Germany·WiesbadenPermanentmid

OtherChannel Account Manager

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Overview

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

Technical Tools

OtherChannel Account Manager

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 Manager work mainly from home as part of a small team (with Outside Sales & Sales Engineers) with a dedicated setup of Named Sophos Partners within a defined territory (ZIP code 4-5). Main aim is to support partners in order
to increase Sophos billings and to guide/educate them to ensure they adapt their activities alongside our
constantly growing portfolio.

Achieve bookings quota & KPIs for all assigned Partner Accounts

Work with Sophos Regional Partners in collaboration with dedicated Channel Account Executives (Outside Sales)

and Sales Engineers to drive Partner business

Work with the Channel Account Executives to develop and execute on a joint Partner business plan that drives our

mutual business in line with Sophos short and long-term goals.

Be the first point of contact for operational issues and act as coordinator between the Partner and Sophos

Consistently articulate Sophos’ value proposition to Partners to maintain and expand Sophos’ business within Partner

base

Support channel planning process in collaboration with dedicated Channel Account Executive for assigned Partners

Support Customer Account Teams to secure and develop Partner Opportunities

Maintain close relationships and establish regular meetings with Partners and our End-Customer Account Teams to

support pipeline management process

Successfully implement Sophos defined sales methodologies in your daily business calls with partners

Create and deliver sales related presentations through webcasts to the sales team at the Regional Partners to gain

commitment to sell Sophos and increase share within the Partner.

Offer knowledgeable advice and support Partners with their inquiries

Establish support mechanisms to make Sophos the easiest and preferred vendor to work with and actively remove

barriers to that aim, driving a positive impact in partner satisfaction and Sophos share of the Partner’s business.

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, work closely with Customer Account Teams

Work close with the MSP team to develop the business and identify MSP business opportunities

Provide information, arrange training and coach Partners to ensure that they are trained to use Sophos systems and

tools (Partner Portal etc…)

Develop and maintain detailed knowledge of Sophos products and services

Independent participation at internal education and training programs

Adherence to CRM (Salesforce), business systems and activity management standards, ensuring all activity is logged

and accurately updated

Provide fast response times to requests and queries in personal and team mailbox

Analyse Partner performance based on Management key metrics (e.g. revenue, % un-renewed rate, pipeline,

won/loss, product growth etc…)

Deliver quarterly business review to Management

Attend partner sites and Sophos organised Partner events to generate business opportunities when necessary

Substitution of colleagues within the sales team during holidays, illness and transition time

First years of working experience preferably in sales environments

Preferably experience in selling IT solutions

First experience selling with and through channel

partners

Strong time management and organisational skills

Strong communication & telephone skills

Previous use of CRM system

Experience working in a sales or customer service environment

Strong structured working method

Strong communication skills – verbal and written in German and English

Strong Negotiation skills

Strong Presentation skills

Ability to prioritize

Conflict handling approach

Ability to thrive in a team selling environment

Strong skills in flexibility, proactivity and self - motivation approach

Ability to be technically minded

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Ready to Join Us?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.

What's Great About Sophos?

· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.

· 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

Our Commitment To You

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.

Data Protection

If you choose to explore an 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. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos