Senior Channel Account Executive (m/f/d) - Focus On Zip Code 8/9 - Remote Eligible

Senior Channel Account Executive

As Senior Channel Account Executive you are responsible for managing and restructuring all assigned partners in territory, driving sales through assigned top partners, and introducing as well driving the territory channel strategy. Acquire new partners with Cybersecurity as a Service- and/or Enterprise- Focus. The candidate needs to be located in region (Zip Code 8/9).

What You Will Do:

Focus on Cybersecurity as a Service- and/or Enterprise- Partners and work very closely with the Sophos Enterprise Team.

Analyze and restructure the partners in the assigned territory and build a top partner setup.

Act as the responsible Sophos person for the assigned partners to provide solutions, leveraging Sophos representatives and resources where necessary, to make Sophos the preferred vendor within the Partner.

Create and deliver formal presentations to large and small, technical and non-technical Partner audiences, including C Level representatives, in order to gain commitment to sell Sophos and increase share within the Partner. Gain access and manage relationships with senior level executives on partner side.

Achieve bookings quota for assigned partners in the assigned territory.

Achieve new business and product targets for all partners in the assigned territory.

Analyse any past performance, Sophos and competitor share of business, and growth potential of these partners, to develop and execute on a joint Partner business plan that drives our mutual business in line with Sophos short and long-term aspirations. Business plans with quarterly review during the year.

Gain a detailed understanding of the partners business, investment areas, and profitability factors to positively influence the joint business plan, growing our business, and shrinking our competitors' share of the Partners business.

Support development of territory channel planning (define capacity, recruitment and enablement requirements for all partner types) to support sales targets for all customer segments in the territory.

Engage with Partner sales teams in sales opportunities in prospective and existing client sites in order to drive up deal value and closure rates.

Develop and manage revenue for mid-tier / medium enterprise accounts, assure a healthy renewal and runrate business.

Identify and recruit top partners as defined by the channel planning process.

On-board and enable partners to ensure partner success in selling and supporting all Sophos solutions.

Communicate and follow up to ensure assigned partners remain up to date on all necessary training and certifications.

Co-market and co-sell with assigned territory partners.

Support joint-business planning with top territory partners.

Align Sophos resources to support partner sales activities.

Log all activity to maintain accuracy of CRM/PRM and forecasting systems.

Provide on a weekly basis an accurate sales forecast for assigned partners, ensuring that it is within 10% of actual and provided in the right format and at the right time.

Maintain a detailed understanding of top partners' business (pain points, investment areas, profitability factors, etc.).

Consistently articulate Sophos' value proposition to top partners in order to maintain and increase Sophos' share of each partner's business.

Identify requirements and engage Sales Engineering, Marketing and Direct Touch to provide support throughout the sales cycle and beyond.

Articulate product and sales strategy feedback from the market to relevant groups within Sophos.

What You Will Bring:

Working experience of recruiting, onboarding and managing channel partners in a technology environment.

First working experience of developing territory plans.

First working experience of developing business plans.

Proven track record of achieving and exceeding territory partner sales quotas.

Understanding of the target market and its dynamics.

Knowledge of software channel ecosystems in the territory.

Familiarity with CRM/PRM and forecasting systems.

General business background, including knowledge of basic financial, marketing and selling concepts.

Strong Negotiation skills.

Strong Presentation skills.

Strong Communication and Interpersonal skills.

Ability to thrive in a team selling environment.

Fluent in German (mind. C1 Level).