Channel Account Executive

A heavily proactive role working within a Channel team that needs to grow its business by recruiting, qualifying and on-boarding of new partners to drive net-new and cross-sell revenue. This incumbent will be reporting to the Director of Channel Sales ANZ and will be based in Sydney.

Sophos is operating on a Hybrid working schedule, this role would be looking to have 2 - 3 days in the office for team collaboration and meetings, this will be confirmed with the hiring manager.

**What You Will Do**:

- Develop and maintain detailed knowledge of Sophos products, services and also that of Sophos competitors to a high standard.
- Develop and maintain business plans and conduct regular Partner business reviews with named partners
- Accelerate customer retention, growth of cross sell and new customer acquisition through partner activity and sales campaigns.
- Provide information, arrange training and coach Partners to ensure that they are trained to use Sophos systems and tools (Partner portal etc) and can articulate the Sophos GTM
- Ability to present and deliver Sales enablement training to named channel partners.
- Adherence to CRM (Salesforce, Clari etc.), business systems and activity management standards, ensuring all activity is logged and accurately updated. Eg. Partner/Customer contacts, opportunity forecasting
- Facilitate technical enablement, certification of named partners to ensure alignment to local sales and product strategy
- Spend 30% of time developing and executing prospecting activities through named partners. For example, account mapping, MDF activity, call blitz, offers/promotions
- Conduct a min of 10 partner & customer meetings per week to ensure customer retention and migration to latest Next Gen Sophos products or services
- Facilitate technical security assessments and product demo's to ensure customer awareness and satisfaction

**What You Will Bring**:

- Drive Partners towards a sales target
- Building mutually beneficial business relationships
- Partner Business & Sales Cadence
- Working through a high volume of a partners' customer base
- Proactive outbound calling in previous roles
- Strong communication and presentation skills - verbal and written
- Influencing and problem solving
- Handling multiple priorities effectively
- Teamwork
- Conflict handling and negotiation
- Travel to partner site and customers required

LI-Remote
- #AB
- #B1

**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.

**Data Protection