Channel Account Manager

Sales - Burlington, MA, USA
Posting Date
Jan 25, 2018
Location
Burlington, MA, USA
Department
Sales
Job ID
*LI-LM1

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.

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

Special How to Apply Instructions

To apply, please send your resume to: NA.Careers@Sophos.com

If you choose to explore this opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our data protection policy which can be found here and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos.  If you would like Sophos to delete or update your details at any time, please reply to this or other emails from Sophos clearly stating your request, or follow the steps set out in the data protection policy describing your individual rights.  If you have any questions about Sophos’ data protection practices please contact dataprotection@sophos.com.

Posting Date
Jan 25, 2018
Location
Burlington, MA, USA
Department
Sales
Job ID
*LI-LM1