Channel Account Manager (Development)
Up to £77K OTE + car allowance+ bens
Reference: WUK972
Please note: Sophos is able to accept applications from EU and non-EU nationals for this job.Role
The Channel Account Manager (Development), will be responsible for engaging, qualifying and on-boarding of new Sophos partner organisations. Managing the relationship with a group of high potential partners on the fast track programme, you will create, develop and execute on joint business plans to drive mutual business in-line with short and long-term aspirations.
This role will be required to lead the ‘virtual team’ for Channel Development, and will take the lead on the enablement of new and existing partners to ensure successful, long-term relationships.
This role is based from our £32M Global HQ in Abingdon, Oxfordshire, with significant travel to attend partner and customer sites.
Main duties
- Develop relationships with Partner Sales Managers and technical staff and identify barriers and reservations to selling Sophos. Provide solutions, leveraging Sophos representatives and resources where necessary, to make Sophos the preferred vendor within the Partner
- Create and deliver formal presentations to large and small, technical and non-technical Partner audiences, including C Level representatives, in order to gain commitment to sell Sophos and increase share within the Partner
- Analyse any past performance, Sophos and competitor share of business, and growth potential of existing partners, to identify partners that have the potential to become high value (£1M+ per year)
- Develop and execute on a joint Partner business plan that drives our mutual business in line with Sophos short and long term aspirations. This will be done as part of the on-boarding process, and then used as a basis for joint quarterly review during the year
- Gain a detailed understanding of the partners business, investment areas, and profitability factors to positively influence the joint business plan, growing our business, and shrinking our competitors’ share of the Partners business
- Develop and execute marketing plans to further Sophos business in line with the business plan, seeking support and agreement from the marketing department to ensure correct resource allocation
- Develop and manage partner technical readiness plans to further Sophos business in line with the business plan, seeking support and agreement from the Sales Engineering team to ensure correct resource allocation
- Develop and manage partner sales, pre-sales readiness plans to further Sophos business in line with the business plan
- Engage with Partner sales teams in sales opportunities in prospective and existing client sites in order to drive up deal value and closure rates
- Lead a virtual Sophos account team, ensuring clear roles and responsibilities for all team members in achieving the goals set out on the business plan
- Provide on a weekly basis an accurate sales forecast for assigned partners, ensuring that it is within 10% of actual and provided in the right format and at the right time
- 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.
- Ensure that the account team keep all systems and tools updated with account information in order to improve team integration/connection and enhance Sophos corporate memory
- Resolve conflicts arising with and between partners by negotiating with partner, customer and internal representatives, to ensure a win/win situation for all parties
- Identify opportunities for increased effectiveness and drive initiatives with the Sales Management team, other Sales teams, Sales Engineering, Marketing and Product Management
- Provide feedback, guidance and coaching to Partner Sales Support Executives and Partner Sales Support Assistants to enable them to develop their skills and add greater value in their interactions with Partners
Experience and skills
Essential
- Working towards and achieving sales targets in a reseller-based business model
- Prior significant experience in on-boarding and developing partners
- Working in a commercial IT environment
- Developing and Executing against business and account plans
- Leading a virtual account team and driving it towards common goals
- Managing the whole sales process, including customer acquisition, development and retention
- Coaching and mentoring
- Selling into complex organisational structures, including multiple-level selling
- Identifying and implementing process improvements
- Creating and delivering presentations to C-Level audiences
- Sales forecasting within a reseller-based business model
- Degree or equivalent qualification, preferably within a business subject
Desirable
- Understanding of the Computer Security Market
- Experience of and involvement in marketing programmes
- Experience in analysing businesses, understanding Annual Reports and the basis of investment decision
Benefits
The remuneration package includes:
- Annual holiday entitlement of 25 days
- Commission scheme
- Group personal pension scheme
- Private medical insurance
- Critical illness insurance
- Death in service policy (life assurance)
- Permanent health insurance
- Travel insurance
- Personal accident cover
Working conditions at Sophos are very good and include:
- Subsidised staff restaurant
- Free beverages, fruit and pastries
