Manager Channel Sales (m/f/d) - People Management Responsibility

Manager Channel Sales

The manager channel sales will manage and develop the German national team (focused on our biggest partners). That includes the CAEs and the CAMs. The manager's main duty is to build and grow the Sophos business with national partners in Germany and particularly in DACH. This includes implementing the channel sales strategy and priorities with the team, as well as representing Sophos on C-level appointments and key industry events.

Success will be measured by the overall performance; KPIs, OKRs and quota achievement of the national team as well as team members performance and satisfaction.

What You Will Do:

• Lead the team through necessary and contemporary changes related to the company's strategic goal to be a next-generation cybersecurity leader
• Recruit, mentor and manage a team of CAEs and CAMs in Germany
• Address and resolve any issues or resistance related to change initiatives
• Establish a feedback culture that contributes to the change and development of the company
• Execute Channel sales and go to market strategies
• Identify requirements for Sophos in this part of the market
• Achieve bookings quota to achieve company goals (KPIs/OKRs)
• Provide accurate forecasting
• Develop the key partners handled by the team to the next level and assure proper growth as well as selling of next-gen solutions, especially Cybersecurity as a Service
• Structure our channel right
• Use and know your metrics: unrenewed rate, BOD, ARR, white space list etc
• Increase Channel knowledge by regular training, workshops, webinars
• Push New topics / growth enabler like MSP and Cloud – new routes to market
• Ensure tight management of partner programme requirements through the CAE team
• 100% program adherence – revenues and certification, renewals, active business plans etc.
• Partner revenues
• Understand what the partner´s business and customer set is
• Accelerate revenue and channel growth
• Persistent communication with stakeholders in all relevant departments to collect right and appropriate information
• Ensure close teamwork of the national team with direct touch teams especially with the enterprise team as well as with all contributing departments
• Promotes and supports the exchange of knowledge and best-practice-sharing between the different channel teams in EMEA Central

What You Will Bring:

• Several years team leadership experience
• Several years experience in 2-tier channel business, knows how this works, able to operate all tools in the background: Partner Portal, Partner Contracts, onboarding of partners, business plans for partners
• Experience in working with partners, customers and internal C- level executive contacts
• Experience in Sales Operations / process optimisation
• Working in a commercial IT environment
• Channel Sales experience
• Aggressive "can-do" nature that enjoys overcoming objections and challenges.
• Excellent organizational skills with ability to manage and prioritize multiple tasks
• Excellent leadership skills
• Excellent communication and presentation skills, both written and verbal (German and English)
• Understanding of sales and order process
• Understanding of software license and hardware products
• Financial Acumen, Ability to understand & forecast recurring revenue model
• Knowledge of Salesforce and PowerBI

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.
• 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

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