Manager Commercial Sales (m/f/d) - leadership responsibility

What You Will Do:

• Achieve team sales targets, KPIs, and business goals; ensure individual target attainment.

• Drive new logo and expansion growth by actively managing the pipeline and ensuring consistent, 

  structured call-outs.

• Retain and expand the Sophos portfolio within the existing customer base.

• Develop and execute strategies and initiatives to increase revenue and strengthen customer and 

  partner satisfaction.

• Maintain strong internal collaboration across Central, EMEA, and Global Sales stakeholders as well 

  as Channel Partners and Distributors.

• Support the company’s automation and AI strategy by promoting the effective use of Copilot and 

  modern sales tools; lead, enable, and support the team to actively adopt and leverage these 

  capabilities in daily operations.

• Prioritize tasks, allocate projects, and leverage individual strengths within the team.

• Support your team in daily work and activities when needed, ensuring timely execution and 

  removal of blockers.

• Review, implement, and continuously optimize internal Team processes to ensure efficiency gains 

  and sustainable workload reduction.

• Ensure effective Team Inbox management by enforcing SLA adherence and applying clear 

  prioritization.

• Provide accurate sales forecasts and actively manage pipeline development.

• Ensure effective usage of core sales tools (e.g. Salesforce, Clari, Power BI, Copilot, MindTickle) and 

  adherence to sales operations processes.

• Promote and support modern sales methodologies (Baseline Selling, iCAN, MEDDPICC).

• Conduct regular performance reviews and additional evaluations as required.

• Manage team performance by providing constructive feedback and recognizing achievements.

• Lead, coach, and mentor the sales team to drive high performance and continuous growth.

• Oversee onboarding, training, and development planning to ensure a rapid productivity ramp-up 

  and timely completion of mandatory trainings.

• Conduct regular team meetings and ensure continuous communication with key internal 

  stakeholders.

• Review and approve travel expenses and other submissions accurately and in line with company 

  policies.

• Deliver QBRs and present business updates to management.

• Attend customer and partner meetings as well as Sophos events.

• Provide coverage for fellow Teamlead/Managers during absences or transition periods

What You Will Bring:

• Several years work experience in a Leadership role across DACH and Eastern Europe

• Several years of IT/IT Security expertise, enabling a deep understanding of customer IT infrastructure

• Experience in working with channel partners and Distributors across the DACH and Eastern European region, with a strong understanding of cultural and market specifics

• Experience in working in a high-volume Commercial Team across DACH and Eastern European Region

• People Leadership & Talent Development

• Strategic Thinking & Decision-Making 

• Communication & Stakeholder Management 

• Accountability & Ownership 

• Change Leadership & Adaptability 

• Results Orientation & Customer Focus

• Fluent in German and English