Channel Sales Manager – with Leadership Responsibility

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

📋 Description

• Guide the team through essential and modern changes aligned with the company's strategic objective of becoming a next-generation leader in cybersecurity.

• Recruit, mentor, and manage a team of Channel Account Executives (CAEs) within the designated region.

• Implement channel-sales strategies and market entry plans.

• Determine the requirements for Sophos within this market segment.

• Meet bookings targets to fulfill company objectives.

• Provide precise forecasting.

• Elevate the key partners managed by the CAEs to enhance growth and promote the sale of next-generation solutions, particularly Cybersecurity as a Service.

• Structure our channel effectively: Utilize and understand your metrics such as unrenewed rates, BOD, ARR, and white space lists.

• Enhance channel knowledge through regular training sessions, workshops, and webinars.

• Promote new topics and growth enablers like Managed Service Providers (MSP) and Cloud as new market pathways.

• Ensure stringent management of partner program requirements through the CAE Team: Achieve 100% program compliance, revenues, certifications, renewals, and active business plans while comprehending partners' business and customer landscapes.

• Measure success by accelerating revenue and channel growth; maintain ongoing communication with stakeholders across all relevant departments to gather accurate information, ensure cohesive teamwork between the CAE team and Inside Sales, as well as direct engagement teams, particularly with the enterprise team; encourage and facilitate the sharing of knowledge and best practices among various channel teams in EMEA Central.

⛳️ Requirements

• Several years of experience in team leadership.

• Experience in the 2-tier channel business, with a strong understanding of operational tools like Partner Portal, Partner Contracts, partner onboarding, and business plans.

• Proven experience working with partners, customers, and internal C-level executives.

• Background in Sales Operations and process optimization.

• Familiarity with a commercial IT environment.

• Experience in channel sales.

• Exceptional “can-do” attitude, adept at overcoming objections and challenges.

• Strong organizational skills with the ability to manage and prioritize multiple tasks effectively.

• Excellent leadership capabilities.

• Outstanding communication and presentation skills, both written and verbal.

• Comprehension of sales and order processes.

• Knowledge of software licensing and hardware products.

• Financial acumen, with the ability to understand and forecast a recurring revenue model.

• Proficiency in Salesforce and PowerBI.

• Willingness to travel within the region.

• Fluency in both German and English.

🏝️ Benefits

• Sophos operates under a remote-first working model.

• Our team members foster innovation and creativity, all while maintaining a strong sense of fun and camaraderie.

• Employee-led diversity and inclusion networks that cultivate community, education, and advocacy.

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

• Global employee sustainability projects aimed at reducing our environmental impact.

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

• Global wellbeing days designated for employees to unwind and recharge.

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