Channel Account Executive – Nordics

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

📋 Description

• Establish a network of strategic partners, both existing and new.

• Cultivate relationships at all levels within the partner organizations to enhance revenue growth and profitability.

• Create and implement business plans that identify, develop, and secure additional opportunities to achieve exceptional growth for both the partner and Sophos.

• Empower partners to leverage Sophos' comprehensive solutions and services portfolio to enhance their customers' security protection and response capabilities.

• Provide direct support to partners in qualifying and closing complex customer deals, involving broader sales and sales engineering teams as necessary, while collecting insights for accurate business forecasting.

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

• Collaborate with partners to formulate marketing strategies that drive incremental sales pipelines, ensuring a high return on investment from initiatives such as lead generation campaigns and events.

• Coordinate the engagement of Sophos staff, encompassing product management, sales, SE, marketing, support, service, and management resources to fulfill partner performance objectives and expectations.

• Enhance renewal rates by ensuring partners prioritize their renewals and develop an engagement plan that aligns Sophos and partner teams while identifying new business and cross-sell opportunities.

• Inspire, educate, and ensure that partner sales and technical personnel are prepared for market engagement, providing access to certification and training resources, and developing an enablement plan.

⛳️ Requirements

• Over 5 years of proven experience in channel sales and territory management within the networking or security industries.

• In-depth knowledge of the partner landscape across the region, with established relationships in various countries.

• Proven track record in building and executing successful business and marketing strategies.

• Familiarity with the technology channel ecosystem and the business models of different channel partners (VAR/MSP/Distribution/Marketplace, etc.).

• Skilled in account management and business partner techniques, possessing strong interpersonal, active listening, discovery, and qualification abilities.

• Strong technical understanding, capable of articulating the benefits of various technologies, with a solid foundation in cybersecurity being an advantage.

• Experience in translating market trends and customer demands into business opportunities for partners.

• Ability to excel in a team selling atmosphere, fostering a collaborative winning mindset and building relationships through email, phone, and in-person interactions.

• Proficient at engaging partner personnel across all levels and functions, establishing multifaceted relationships.

• Exceptional organizational skills with the capability to prioritize and manage multiple tasks simultaneously.

• Familiarity with tools such as PowerBI, Clari, SFDC, Co-pilot, and other AI applications.

🏝️ Benefits

• Sophos promotes a remote-first working model, making remote work the primary option for the majority of 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 engage with local communities.

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

• Global fitness and trivia competitions designed 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 wellness.