sophos - Senior Channel Account Executive

• Develop relationships at all levels across partners to drive revenue growth and profitability. • Build and execute business plans that identify, develop and close incremental opportunities to deliver outstanding growth for the partner and Sophos. • Enable partners to take full advantage of Sophos comprehensive solution and services portfolio to improve their customer’s security protection and response. • Directly support partners qualify and close complex customer deals, engaging wider sales and sales engineer teams where required, gather insights to ensure accurate business forecasting. • Own and manage the frequent joint business review, and planning process between Partners’ and Sophos decision makers, incl. clearly defined KPI’s and SMART goals with agreed outcomes. • Collaborate to develop marketing plans with partners to drive incremental sales pipeline ensuring high return on investment from activities like lead gen campaigns and events. • Coordinate the involvement of Sophos staff, including product management, sales, SE, marketing, support, service and management resources to meet partner performance objectives and partner expectations. • Drive high renewal rates by ensuring partners focus on their renewals and build an engagement plan to align Sophos and • Partner teams, identify new business and cross sell opportunities. • Ensure the Sophos Sales Centre of Excellence is proactively engaged to manage processes to progress and close of sub 100 user opportunities. • Motivate, educate and ensure Partner sales and technical staff are go-to-market ready, provide access to certification and training materials and develop an enablement plan. • 5+ evidenced years in channel sales and territory management in networking or security sectors. • Experience building and executing successful business and marketing plans. • Understanding of the technology channel eco-system and the business model of different types of channel partners (VAR/MSP/Distribution/Marketplace etc.). • Adept at account management and business partner techniques with strong interpersonal, active listening, discovery, and qualification skills. • Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage. • Experience of translating market trends and customer issues and needs into business opportunities for partners. • Ability to thrive in a team selling environment, winning together outlook with the ability to build relationships and influence via email, telephone and in person. • Excels at engaging partner personnel across all levels and functions, builds multifaceted relationships. • Excellent organizational skills and ability to prioritize and manage multiple tasks at once. • Ready to Join Us?