Role Summary
The Channel Account Manager (CAM) is accountable for managing Sophos high-growth, high-potential Partners. They are responsible for developing joint business plans with partners to hit revenue and profitability targets by growing customer renewals and cross-sell and upselling and new logo business development.
What You Will Do
- Develop relationships at all levels across the partner to drive revenue growth and profitability; particularly for mid-market customers, MSP, and Managed, Detection and Response (MDR)
- Build and execute business plans that identify, develop, and close incremental opportunities to deliver outstanding growth for the partner and Sophos.
- Enable partners to take full advantage of Sophos comprehensive solution and services portfolio to improve their customer’s security protection and response.
- Directly support partners qualify and close complex customer deals, engaging wider sales and sales engineer teams where required, gather insights to ensure accurate business forecasting
- Drive high renewal rates by ensuring partners focus on their renewals and build an engagement plan to align Sophos and Partner teams and identify new business and cross-sell opportunities.
- Ensure the Sophos Sales Centre of Excellence are proactively engaged to manage processes to progress and close of sub-100 user opportunities.
- Manage and support Sophos Distributors to provide fast response times to quote requests and queries, and work with our high-touch sales teams to progress pipeline and key top deals
- Manage Deal Registration and sales lead management allocation and process, follow up on the 30-day closures, and identify registrations that have not been progressed and acted upon.
- Motivate, educate, and ensure Partner sales and technical staff are go-to-market ready, provide access to certification and training materials and develop an enablement plan.
What You Will Bring
- 1-2 years in a sales role working with end users or channel partners and a track record of quota achievement
- Understanding of the technology channel eco-system and the business model of different types of channel partners (VAR, MSP, etc.)
- Adept at account management and business partner techniques with strong interpersonal, active listening, discovery, and qualification skills
- Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage
- Experience in translating market trends and customer issues and needs into business opportunities for partners
- Ability to thrive in a team-selling environment, winning together outlook with the ability to build relationships and influence via email, telephone, and in person
- Excellent organizational skills and ability to prioritize and manage multiple tasks at once
Skills Required
- 1-2 years in a sales role working with end users or channel partners
- Understanding of the technology channel eco-system
- Adept at account management and business partner techniques
- Solid technical acumen with strong cybersecurity knowledge
- Ability to thrive in a team-selling environment
Sophos Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Sophos and has not been reviewed or approved by Sophos.
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Leave & Time Off Breadth — Time away is positioned as broad, with company-wide wellness days plus dedicated learning days and paid volunteer time.
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Parental & Family Support — Family-related leave appears more comprehensive than baseline offerings, including paid parental leave, caregiver leave, and extended bereavement leave.
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Wellbeing & Lifestyle Benefits — Wellbeing support is emphasized through always-available assistance resources and a Calm subscription, suggesting a lifestyle-oriented benefits approach.
Sophos Insights
What We Do
Cybersecurity Evolved. As a worldwide leader in next-generation cybersecurity, Sophos protects nearly 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs – a global threat intelligence and data science team – Sophos’ cloud-native and AI-enhanced solutions secure endpoints (laptops, servers and mobile devices) and networks against evolving cybercriminal tactics and techniques, including automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.
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