Channel Account Manager

Sales Burlington, MA, USA

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 recruiting, training, and driving revenue thru partners in named territory and support the Channel Account Executive (CAE) with the implementation and management of the channel strategy in territory.

Main Duties

  • Achieve bookings quota thru partners in the assigned territory 
  • Accurately forecast opportunities for the territory
  • Sell Sophos products and services to partners and end users within territory
  • Achieve company goals such as product targets in the assigned territory
  • Manage relationships with assigned territory partners
  • 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 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

  • Knowledge of security channel ecosystems in the territory 
  • Familiarity with SFDC 
  • Strong Negotiation skills 
  • Strong Presentation skills
  • Strong Communication and Interpersonal skills
  • Excellent telephone selling skills
  • Ability to thrive in a team selling environment
  • Secondary education

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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