Channel Manager
Reference: NSG - 11-8
Role
As a Channel Manager you will be responsible for driving sales geographically based territory in North America. You will actively prospect and manage opportunities through the entire sales cycle and be responsible for leveraging and maintaining sales tools and resources. You will also be responsible for servicing and recruiting Sophos Solution Providers to ensure that they are communicated with regularly and fully enabled to identify and close opportunities throughout their customer base with minimal assistance. Partner relationships and providing a high level of service to our solution providers will be critical to your success in this position.- Location: Burlington, MA (North American Headquarters)
Main duties
- Consistently increase revenue using various tools and methods including cold calling, prospecting and other sales resources to close business.
- Reliably forecast business on a monthly and quarterly basis to accurately predict revenue goals and build a consistent pipeline.
- Manage and prioritize sales leads developed by the Marketing organization and direct prospects through a series of questions to further qualify and competitively position Sophos’s unique product offerings.
- Develop and build a pipeline of new business opportunities by using specific methods for territory development that includes cold calling, existing customers and channel partners.
- Develop existing Sophos customers into new business opportunities by cross selling and up selling into new projects and initiatives.
- Learn the key features and benefits of Sophos's products and service offerings to determine the appropriate product/service in a particular market or end user type.
- Maintain high tempo of sales activity to meet minimum activity requirements (call volume) on a consistent basis.
- Meticulously maintain and document the entire the sales cycle from first lead contact through opportunity close within the Salesforce.com customer and opportunity management database.
- 100% Call and contact logging to effectively manage and maintain Account, Prospect, and Opportunity contacts. The setting of properly coded tasks and events to identify proper method and strategy for follow-up, next steps, lead tracking, and pipeline development efforts are required as is the ability to accurately and consistently forecast revenue and quota attainment.
- Ability to properly identify and propose the appropriate solution according to the Customers and/or Partners business and technical requirements.
Experience and skills
- Bachelor's degree or equivalent preferred
- 3-5 years experience in software or high tech sales
- Must exhibit proven relationship building skills and customer focus.
- Proven track record of exceeding quota and business goals
- Quick learner with demonstrated sales ability
- Self starter with the ability to multi-task and manage time effectively
- Persistent sales professional with extensive cold calling experience
Benefits
In most cases, the remuneration package includes:
- Medical insurance
- Dental insurance
- Vision insurance
- Life insurance
- Long-term disability insurance
- 401k plan
- Vacation time
- Gym membership compensation
