Channel Account Manager, Public Sector

Sales Vancouver, BC, Canada


As a Channel Account Manager, you are responsible for driving revenues through partners in the public sector, managing relationships in your assigned territory and supporting the Channel Account Executive (CAE) with the implementation and management of the public sector strategy.

This role is located in downtown Vancouver.

Main Duties

  • Achieve bookings quota through partners in the assigned sector (generally those not managed directly by the CAE)
  • Accurately forecast opportunities for the public sector territory
  • Sell Sophos products and services to public sector partners and end users within territory
  • Become public sector expert for territory and partners
  •  Provide win-loss analysis and recommendations to management team.
  • Achieve company goals such as product targets in the assigned sector
  • Support the Channel Account Executive in managing the public sector contracts, partners, and end user in territory
  • Assist in the recruitment of partners who focus on the public sector industry
  • Enable partners to sell in the public sector industry
  • Cultivate strong consultative relationships and act as a primary point of contact for the public sector to ensure partner satisfaction
  • Log all activities to maintain accuracy of CRM/PRM and forecasting systems
  • Maintain a detailed understanding of assigned partners’ business (pain points, investment areas, profitability factors, etc.)
  • Consistently articulate Sophos’ value proposition to top partners and end users in territory
  • Effectively articulate the requirements, expectations, and benefits of the Sophos Partner Program to assigned channel partners

Experience and Skills

  • Proven experience of managing channel partners in a technology environment
  • Experience of facilitating onboarding and enablement activities for channel partners
  • Experience selling in the public sector
  • Knowledge of software channel ecosystems in the territory
  • Familiarity with CRM/PRM and forecasting systems
  • Strong Negotiation skills
  • Strong Presentation skills
  • Strong Communication and Interpersonal skills
  • Excellent telephone selling skills
  • Ability to thrive in a team selling environment

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