Senior Channel Account Executive

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

📋 Description

• Establish and nurture relationships at all levels with partners to enhance revenue growth and profitability.

• Design and implement business strategies that identify, develop, and secure new opportunities to achieve significant growth for both the partner and Sophos.

• Empower partners to fully leverage Sophos' extensive range of solutions and services to enhance their customers' security measures and response capabilities.

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

• Oversee and manage the regular joint business review and planning process between partners and Sophos decision-makers, including well-defined KPIs and SMART goals with agreed-upon outcomes.

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

• Organize the participation of Sophos personnel, including product management, sales, SE, marketing, support, service, and management resources, to achieve partner performance goals and expectations.

• Promote high renewal rates by ensuring partners prioritize their renewals and develop an engagement strategy that aligns Sophos and Partner teams, while identifying new business and cross-selling opportunities.

• Ensure the Sophos Sales Centre of Excellence is actively involved in managing processes to advance and close opportunities with fewer than 100 users.

• Inspire, educate, and prepare Partner sales and technical staff to be market-ready by providing access to certification and training resources and developing an enablement strategy.

⛳️ Requirements

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

• Proven track record of developing and executing effective business and marketing plans.

• Strong understanding of the technology channel ecosystem and the business models of various types of channel partners (VAR/MSP/Distribution/Marketplace, etc.).

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

• Robust technical knowledge with the capacity to articulate the advantages of various technologies; strong cybersecurity expertise is a plus.

• Experience in transforming market trends and customer challenges into business opportunities for partners.

• Ability to flourish in a collaborative selling atmosphere, fostering a team-oriented mindset while building relationships and influencing through email, phone, and face-to-face interactions.

• Exceptional at engaging partner personnel across all levels and functions, fostering multifaceted relationships.

• Outstanding organizational abilities with the capability to prioritize and manage multiple tasks concurrently.

🏝️ Benefits

• Sophos embraces a remote-first working model, allowing most employees to primarily work remotely.

• Employee-driven diversity and inclusion networks that foster community, education, and advocacy.

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

• Global sustainability efforts aimed at reducing our environmental impact.

• Worldwide fitness and trivia contests to keep our minds and bodies active.

• Global well-being days allowing employees to unwind and recharge.

• Monthly well-being webinars and training sessions to promote employee health and wellness.