Channel Account Manager - Inside Sales (m/f/d)

What You Will Do:

• Achieve bookings quota & KPIs for all assigned Partner Accounts 

• Work with Sophos Regional Partners in collaboration with dedicated Channel Account Executives (Outside Sales)

  and Sales Engineers to drive Partner business

• 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

• Support Customer Account Teams to secure and develop Partner Opportunities

• Maintain close relationships and establish regular meetings with Partners and our End-Customer Account Teams 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:

• First years of working experience preferably in sales environments

• Preferably experience in selling IT solutions

• First experience selling with and through channel 

  partners

• Strong time management and organisational skills

• Strong communication & telephone skills

• Previous use of CRM system 

• Experience working in a sales or customer service environment

• Strong structured working method 

• Strong communication skills – verbal and  written in German and English

• 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