Channel Account Manager
2 days ago
Sophos is undergoing strong growth and partners are at the core of everything we do.
Your role is to engage with the existing distributors, partners to Sophos and show them how we can add to their customer value propositions in meaningful and profitable ways. You will be responsible for growing Sophos customers through renewal of existing licenses, upgrading and cross-selling. You will work closely with our distributors’, partners, presales team and the wider Sophos sales team, who have goals aligned to yours.
This role is based in Melbourne.
What You Will Do
- Achieve bookings quota in the assigned territory
- Co-sell in assigned territory with partners, using existing internal resources e.g. pre-sales
- Develop and share territory plans, manage customer and partner relationships, execute on plan and measure success
- Consistently articulate Sophos’ value proposition to partners to develop cross sell and upgrade opportunities for Sophos and the partner.
- Communicate to ensure your partners remain up to date on all necessary promotions, programs, marketing, training and certifications
- Cultivate strong consultative relationships with key individuals at your best developing partners
- Maintain a solid understanding of business factors that are a priority to your partners and customers. (pain points, investment areas, profitability factors, etc)
- Identify education needs and facilitates continuous education of partners & customers
- Support distribution and external Channel Account Executives around day to day tasks such as quoting or query resolution
- Be able to run webinar demonstrations on Sophos partner tools and Central
- Present to a high standard on Sophos GTM and value proposition
What Will You Bring
- Minimum 3-5 years of relevant channel experience in IT-Market
- Demonstrated ability to build and develop relationships within partners at all levels
- Proven track record in achieving channel sales goals
- Strong capability to manage multiple competing priorities and problem solve effectively
- Phone sales experience
- Customer and partner facing experiences
What's Great About Sophos?
- 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 that 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.
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