Senior Channel Account Manager - Focused On Eastern Europe Region (m/f/d) - Remote Eligible

Senior Channel Account Manager - Focused on Eastern Europe Region

As Senior Channel Account Manager you will work primarily from home as part of a small team (including Outside Sales and Manager), managing a dedicated group of Named Sophos Partners as well as midmarket and enterprise customers in the Eastern Europe region. The main objective is to support partners in increasing Sophos billings and to guide and educate them so they align their activities with our continuously expanding portfolio, while managing customers and prospects to grow and maintain Sophos business and consistently meet or exceed sales targets.

The candidate needs to be located in Hungary.

What You Will Do:

Achieve bookings quota & KPIs for all assigned Partner Accounts and assigned customer territory / segment.

Work with Sophos EE-Named Partners in collaboration with dedicated Channel Account Executives (Outside Sales) to drive Partner business

Manage the entire customer engagement process, from customer requests coming through channel partners to development and retention

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 goals.

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 Channel Account Executive for assigned Partners

Consistently articulate Sophos' value proposition to customers in order to maintain and expand Sophos' business within assigned customer accounts

Work on Sophos generated Leads & Opportunities meeting internal SLAs

Maintain close relationships and establish regular meetings with Partners and our End-Customers to support pipeline management process

Successfully implement Sophos defined sales methodologies 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

Work close with the MSP team to develop the business and identify MSP business opportunities

Provide information, arrange training and coach Partners to ensure that they are trained to use Sophos systems and tools (Partner Portal etc…)

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

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:

Several years 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

Good knowledge of Sales Processes including acquisition, development and retention

Strong communication & telephone skills

Previous use of CRM system

Working in a sales or customer service environment

Strong structured working method

Strong communication skills in English– verbal and written

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

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.

Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.

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

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.

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