Inside Sales - Channel Account Manager, MSP, Germany (w/m/d)

About Us

Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through the Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

The MSP Channel Account Manager will be responsible for the Recruitment, onboarding and enablement of Managed Service Providers (MSP) to promote and sell the full Sophos portfolio, including MDR services, Endpoint Protection, Email Security, Firewalls, Switches, Wi-Fi, offerings throughout region. The CAM will partner with Sales, Channel, Business Operations, and other members of the Marketing organization to become part of a core team that will drive the growth of new business and help retain and grow top service providers. Success will be measured by the overall health and hygiene of the business, number of active service providers and the associated revenue from the sale of Sophos products and solutions. The CAM will also drive upsell and cross-sell of Sophos services through MSPs. 

The CAM will manage the day-to-day questions and operations of the MSP Program through communication with global organizations and ensure that appropriate communication is filtered out through the region. They’re responsible to identify product and license structure of various products and work closely with the CAEs and territory sales CAEs and CAMs to drive the business. The position is remote in Germany.

What You Will Do

• Effectively articulate the requirements, expectations, and benefits of the MSP programs.
• Process applications and onboard/enable MSPs in Salesforce and Sophos Central. 
• Build and grow relationships with managed service providers to accelerate growth.
• Build relationships with the internal sales and sales engineering teams.
• Align Sophos sales resources to support identified opportunities from key partners as needed. 
• Develop & implement proactive initiatives, in conjunction with Marketing, to promote Sophos’ complete range of products and services to MSPs. 
• Ensure all partner profile and contact information is kept up to date in order to ensure business development and effectiveness of marketing initiatives. 
• Constantly work to improve channel effectiveness.

What You Will Bring

• 3+ years’ experience in a channel sales environment.
• Experience in selling security solutions, ideally Cybersecurity.
• Understanding of the software market. 
• Affinity with marketing and lead development, with a proactive mentality.
• Understanding the MSP and channel sales ecosystem. 
• Experience working with CSPs and telcos. 
• Personal organisational skills and time management, especially prioritisation.
• Understanding that the partner is essential to the sales success. 
• Good MS-Office knowledge and Salesforce. 
• Excellent presentation skills.
• Excellent verbal & written communication skills in German and English.

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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. Please refer to the location details in our job postings for further information.

· 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

If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos’ data protection practices, please contact [email protected].