Channel Account Manager
Reference:
10142009
Role
As a Channel Account Manager you will recruit, manage and expand relationships with a select group of Value Added Reseller (VAR) partners. The current goal of this role is to increase new business revenues in North America through the sale of Sophos products by our channel partners.
This position will be located in the San Francisco Bay Area.
Main duties
Identify and develop new business opportunities for Sophos with channel partners
Develop and manage marketing plans to be executed jointly with select channel partners
Foster and develop win/win relationships between Sophos and channel partners at all organizational levels
Gain and maintain mind share of sales representatives at our channel partners so that Sophos is viewed as a preferred set of products for their customers and prospects
Manage the forward financial planning for select channel partners, including revenue goals and commitments, renewal rates, product margins, special sales incentive programs and joint marketing funds
Determine and represent the needs of named channel partners to Sophos management
Assist channel partner representatives with the positioning and sale of Sophos products, including through online and onsite presentations and demonstrations
Maintain high activity rates with named partners, communicating with key individuals at all managed partners at least weekly
Support partners so that Sophos is considered one of the easiest vendors to do business with, actively working to remove barriers to the sales process
Provide leadership, direction and mentoring to inside sales representatives to achieve key goals of the channel partners
Compile and report sales forecasts of managed partners and status reports in a timely fashion
Attendance and support of Channel related marketing events
Within a defined region, identify, recruit and develop prospective high value channel partners
On-site training/enablement of key partners (Platinum and Gold level partners)
Supporting and leveraging other channel efforts, field marketing, product launches and desirable sales generating programs as required
Experience and skills
- Excellent knowledge of the reseller market and its dynamics
- Excellent knowledge of sales processes including acquisition, development and retention
- Experience of developing and monitoring business and account plans
- Experience in developing productive and mutually beneficial partnerships
- Excellent written and verbal communication skills
- Understanding of complex organizational structures and its dynamics, including multiple-level selling
To be successful in this role, you will need to:
- Be analytical
- Be detail oriented
- Be able to work autonomously
- Have Executive selling skills
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
