Channel Account Executive – MSP

This is a fully remote position, open to applicants in Germany.

📋 Description

• Cultivate relationships across all levels within the partner organization to enhance revenue growth and profitability, particularly focusing on MSP and Managed Detection and Response (MDR).

• Acquire a comprehensive understanding of the partner's business, investment priorities, and profitability determinants to positively influence the joint business plan, fostering incremental opportunities for outstanding growth for both the partner and Sophos.

• Exhibit strong analytical capabilities, demonstrating the ability to transform detailed data analysis into valuable strategic insights to drive customer adoption and provide pertinent recommendations to the business - Establish methods to measure and track metrics related to the adoption of our solutions and refine approaches based on those assessments.

• Empower partners to fully leverage Sophos’ extensive solution and services portfolio, enhancing their customers' security protection and response.

• Provide direct support to partners in qualifying and closing complex customer deals, engaging broader sales and sales engineering teams as necessary to gather insights and ensure precise business forecasting.

• Take ownership of the regular joint business review and planning process between partners and Sophos decision-makers, including clearly defined KPIs and SMART goals with agreed outcomes.

• Collaborate with partners to formulate marketing strategies aimed at driving incremental sales pipeline, ensuring a high return on investment from activities such as lead generation campaigns and events.

• Organize the involvement of Sophos personnel, including product management, sales, SE, marketing, support, services, and management resources, to meet partner performance targets and expectations.

• Propel high renewal rates by ensuring partners prioritize their renewals and establish an engagement plan to align Sophos and partner teams, identifying new business and cross-sell opportunities.

• Inspire, educate, and ensure that partner sales and technical staff are prepared for go-to-market activities, providing access to certification and training materials and developing an enablement plan.

⛳️ Requirements

• Extensive experience in MSP Partner Management within Central and Eastern Europe.

• Practical experience in formulating business plans and service offerings with MSPs.

• Knowledge of RMM/PSA platforms and the integration of commercial models.

• Ability to think strategically and with a long-term perspective, demonstrating ownership and business leadership to meet the needs of a dynamic partnership.

• Develop and implement a joint partner business plan that aligns with Sophos' short and long-term goals.

• Proven history of surpassing expectations in a team-oriented, quota-carrying role, consistently exceeding quota and key performance metrics.

• Established track record of building and nurturing key C-level/executive relationships, both internally and with strategic partners, and comfortable interacting at all organizational levels.

• Proven success in achieving and exceeding territory partner sales quotas, with a strong record in Partner Driven Net New and Customer New business sales.

• Engages easily with others, employing effective questioning and active listening to collect relevant information.

• Focuses on understanding desired outcomes and demonstrating value for Sophos, partners, and customers.

• Proven ability to earn trust with internal stakeholders and drive results through others, with excellent verbal and written communication skills, as well as the capacity to work effectively across internal and external organizations.

• Facilitates robust business partnerships to secure buy-in for plans that guide Sophos and partners toward desired goals.

• Comprehensive understanding of the target market and its dynamics - Extensive sales experience across all customer sizes and sectors: Small, Mid, Enterprise, and Public Sector.

🏝️ Benefits

• Sophos employs a remote-first working model, making remote work the primary option for most employees.

• Employee-led diversity and inclusion networks that foster community and provide education and advocacy.

• Annual charity and fundraising initiatives, along with volunteer days for employees to support local communities.

• Global employee sustainability initiatives aimed at reducing our environmental footprint.

• Global fitness and trivia competitions to keep our bodies and minds sharp.

• Global wellbeing days for employees to unwind and recharge.

• Monthly wellbeing webinars and training sessions to support employee health and wellbeing.