Channel Account Manager

Role Summary

Sophos is undergoing strong growth and partners are at the core of everything we do. We are looking for a dynamic, engaging and channel driven sales representative to join our Sophos Channel sales team. As Channel Account Manager 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 and management of high volume and high transaction business through our channel partners. You will work closely with our distributors’, partners, presales team and the wider Sophos sales team, who have goals aligned to yours.

• Looking after Australia Territories as a Inside Channel Sales Manager

• Be proficient in at selling and building relationships remotely using video, calls and emails

• Work independently and collaboratively within the ANZ time zones

• Manage a high volume of sales, partners and customers opportunities

• Achieve bookings quota in the assigned territory

• Provide accurate forecasting and activity relating to opportunities through salesforce.com

• 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

• Manage deal registrations and new partner applications for assigned territory

• 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 sales teams around day to day tasks such as quoting or query resolution

• Manage a high volume of communication with partners and customers daily over the phone and email

• Be able to run webinar demonstrations on Sophos partner tools and Central

• Present to a high standard on Sophos GTM and value proposition

• Channel or Sales experience within the Australia markets

• 5+ years Channel and or customer business development experience

• 5+ years IT industry selling vendor technologies

• Experience with high volume Small to Medium sales

• Experience with remote/inside sales