Channel Account Executive
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Job Description
Channel Account Executive responsible for managing strategic partners and driving revenue growth for Sophos. Collaborating with partners to enhance their cybersecurity offerings.
Responsibilities:
- Develop a set of selected strategic partners; existing and net new.
- Develop relationships at all levels across the partner to drive revenue growth and profitability.
- Build and execute business plans that identify, develop and close incremental opportunities to deliver outstanding growth for the partner and Sophos.
- Enable partners to take full advantage of Sophos comprehensive solution and services portfolio to improve their customer’s security protection and response.
- Directly support partners qualify and close complex customer deals, engaging wider sales and sales engineer teams where required, gather insights to ensure accurate business forecasting.
- Own and manage the frequent joint business review, and planning process between Partners’ and Sophos decision makers, incl. clearly defined KPI’s and SMART goals with agreed outcomes.
- Collaborate to develop marketing plans with partners to drive incremental sales pipeline ensuring high return on investment from activities like lead gen campaigns and events.
- Coordinate the involvement of Sophos staff, including product management, sales, SE, marketing, support, service and management resources to meet partner performance objectives and partner expectations.
- Drive high renewal rates by ensuring partners focus on their renewals and build an engagement plan to align Sophos and Partner teams, identify new business and cross sell opportunities.
- Motivate, educate and ensure Partner sales and technical staff are go-to-market ready, provide access to certification and training materials and develop an enablement plan.
- Travel both local, nationwide and some international is required to ensure engagement across aligned partners and as a component of managing the landscape, and working at Sophos.
Requirements:
- 5+ evidenced years in channel sales and territory management in networking or security sectors.
- Extensive knowledge of the partner landscape across the region, with partner relationships in multiple countries, but specifically South Africa.
- Experience building and executing successful business and marketing plans.
- Understanding of the technology channel eco-system and the business model of different types of channel partners (VAR/MSP/Distribution/Marketplace etc.).
- Adept at account management and business partner techniques with strong interpersonal, active listening, discovery, and qualification skills.
- Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage.
- Experience of translating market trends and customer issues and needs into business opportunities for partners.
- Ability to thrive in a team selling environment, winning together outlook with the ability to build relationships and influence via email, telephone and in person.
- Excels at engaging partner personnel across all levels and functions, builds multifaceted relationships.
- Excellent organizational skills and ability to prioritize and manage multiple tasks at once.
- Understanding of tools such as PowerBI, Clari, SFDC, Co-pilot and other AI programs.
- This role will require travel mainly around South Africa, especially Cape Town, Durban and surrounding Johannesburg region
Benefits:
- Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach.
- Employee-led diversity and inclusion networks that build community and provide education and advocacy
- Annual charity and fundraising initiatives and volunteer days for employees to support local communities
- Global employee sustainability initiatives to reduce our environmental footprint
- Global fitness and trivia competitions to keep our bodies and minds sharp
- Global wellbeing days for employees to relax and recharge
- Monthly wellbeing webinars and training to support employee health and wellbeing
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