About Us
Sophos is a worldwide leader and innovator of advanced cybersecurity solutions, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies that help organizations defeat cyberattacks. As one of the largest pure-play cybersecurity providers, Sophos defends more than 500,000 organizations and more than 100 million users globally from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through its cloud-based Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed, turnkey security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.
Role Summary
Work with Sophos Regional Partners, managing their accounts with Sophos through telephone and email contact, secure, drive revenue and partner satisfaction.
What You Will Do
- Achieve bookings quota & KPIs for all assigned Regional Partner Accounts
- Work with Sophos Regional Partners in collaboration with dedicated Regional Channel Account Executives to drive Partner business
- Work with the Channel Account Executives to develop and execute on a joint Partner business plan that drives our mutual business in line with Sophos short and long-term aspirations. This should be done at the beginning of the Fiscal Year, and then used as a basis for joint quarterly review during the year.
- Be the first point of contact for operational issues and act as coordinator between the Partner and Sophos
- Consistently articulate Sophos’ value proposition to Partners to maintain and expand Sophos’ business within Partner base
- Support channel planning process in collaboration with dedicated Regional Channel Account Executive for assigned Partners
- Support Customer Account Teams to secure and develop Partner Opportunities
- Maintain close relationships and establish regular meetings with Customer Account Teams to support pipeline management process
- Successfully implement Sophos DACH sales methodology ‘BaseLine Selling’ in your daily business calls with partners
- Create and deliver sales related presentations through webcasts to the sales team at the Regional Partners to gain commitment to sell Sophos and increase share within the Partner.
- Offer knowledgeable advice and support Partners with their inquiries
- Establish support mechanisms to make Sophos the easiest and preferred vendor to work with and actively remove barriers to that aim, driving a positive impact in partner satisfaction and Sophos share of the Partner’s business.
- Drive a high renewal rate through the partner’s customers through ensuring partners focus on their renewals and identify cross-sell opportunities within larger renewals, work closely with Customer Account Teams
- Provide information, arrange training and coach Partners to ensure that they are trained to use Sophos systems and tools (Partner Portal etc…)
- Identify and classify Regional Partners within the CRM system to allow targeted marketing communications
- Develop and maintain detailed knowledge of Sophos products and services
- Independent participation at internal education and training programs
- Adherence to CRM (Salesforce), business systems and activity management standards, ensuring all activity is logged and accurately updated
- Provide fast response times to requests and queries in personal and team mailbox
- Quoting of NFR related inquiries
- Analyse Partner performance based on Management key metrics (e.g. revenue, % un-renewed rate, pipeline, won/loss, product growth etc…)
- Deliver quarterly business review to Management
- Attend partner sites and Sophos organised Partner events to generate business opportunities when necessary
- Substitution of colleagues within the sales team during holidays, illness and transition time
What You Will Bring
- First work experience preferably in sales environments
- Preferably experience in selling IT solutions
- Experience selling with and through channel partners
- Strong time management and organisational skills
- Strong communication & telephone skills
- Previous use of CRM system
- Working in a sales or customer service environment
- Strong structured working method
- Strong communication skills – verbal and written in German and English
- Strong Negotiation skills
- Strong Presentation skills
- Ability to prioritize
- Conflict handling approach
- Ability to thrive in a team selling environment
- Strong skills in flexibility, proactivity and self -motivation approach
- Ability to be technically minded
- Quickly learns and adopts new approaches and techniques
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Ready to Join Us?
At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.
What's Great About Sophos?
· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.
· Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
· Employee-led diversity and inclusion networks that build community and provide education and advocacy
· Annual charity and fundraising initiatives and volunteer days for employees to support local communities
· Global employee sustainability initiatives to reduce our environmental footprint
· Global fitness and trivia competitions to keep our bodies and minds sharp
· Global wellbeing days for employees to relax and recharge
· Monthly wellbeing webinars and training to support employee health and wellbeing
Our Commitment To You
We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.
Data Protection
If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos’ data protection practices, please contact
[email protected].
