Channel Account Manager

Sales USA, Burlington

At Sophos, we operate at the cutting edge of technology, protecting businesses worldwide against complex threats, viruses and spam. We build high quality software security products in a fast-paced, nimble environment and we've been doing it for over 20 years.

Join us to help our customers protect their business and meet compliance needs.

Role

Responsible for managing the relationship with assigned territory partners and supporting the Channel Account Executive (CAE) in the management of top partners, primarily over the phone.

  • Location: Burlington, MA (North American Headquarters)

Main Duties

  • Achieve bookings quota for all assigned territory partners (generally those not managed directly by the CAE)
  • Achieve new business and product targets for all assigned territory partners
  • May include responsibility for billings for a market segment below a pre-defined hard deck
  • Manage relationships with assigned territory partners (generally, those not managed directly by the Channel Account Executive) 
  • Support the Channel Account Executive in managing top partners in the territory
  • Facilitate channel engagement in support of territory sales goals
  • Coordinate recruitment as required by territory channel planning process
  • Organize on-boarding and enablement activities for assigned territory partners
  • Align Sophos sales resources to support identified opportunities from assigned territory partners
  • Cultivate strong consultative relationships and act as a primary point of contact for assigned territory partners 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 assigned territory partners in order to maintain and increase Sophos’ share of each partner’s business
  • 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
  • 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

Benefits

In most cases, the compensation package includes:

  • Medical insurance
  • Dental insurance
  • Vision insurance
  • Life insurance
  • Long-term disability insurance
  • 401k plan
  • Vacation time
  • Gym membership compensation

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