Senior Channel Account Executive
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Job Description
Channel Account Executive for Sophos, managing regional and national partner relationships. Focusing on strategic business growth through collaboration and revenue generation.
Responsibilities:
- Partner Relationship Management: Building and maintaining strong, strategic relationships with high-value partners.
- Business Planning: Collaborating with partners to develop joint business plans that outline clear objectives, sales targets, and growth strategies.
- Pipeline Development: Proactively identifying opportunities within the partner’s pipeline and providing guidance to ensure successful deal closure.
- Revenue Growth: Driving the acquisition of new customers and the expansion of existing accounts through cross-sell and up-sell opportunities.
- Performance Metrics and KPIs: Setting clear, data-backed KPIs for partners, tracking their progress toward these goals, and using this data to drive performance reviews.
- Sales Enablement: Providing partners with the necessary tools, training, and support to succeed in selling Sophos products and services.
- Market Intelligence: Staying informed about market trends, customer needs, and competitor activities.
- Reporting and Forecasting: Regularly tracking performance against targets and reporting outcomes to management.
- Performance Management: Regularly assessing partner performance, providing constructive feedback, and implementing corrective actions or additional support where necessary.
- Marketing Collaboration: Working closely with the partner’s marketing teams to develop and execute joint marketing campaigns, promotions, and events.
- Cross-Functional Collaboration: Working alongside internal teams such as sales, marketing, product management, and support to ensure alignment and support for partner-driven initiatives.
Requirements:
- Strong relationship-building skills to align Sophos solutions with partner goals.
- Expertise in influencing, negotiating, and managing partner accounts for mutual success.
- Deep B2B sales knowledge, including new business generation and cross-selling.
- Proven ability to set and achieve sales targets through strategic account management.
- Skilled in long-term business planning with a focus on sustainable, profitable growth.
- Proficient in analyzing sales data, market trends, and performance metrics.
- CRM and BI tool expertise (e.g., Salesforce) for tracking, forecasting, and optimization.
- Excellent communication and presentation skills for internal and external stakeholders.
- Strong organizational skills to manage multiple accounts, pipelines, and deadlines.
- Experience handling partner conflicts and aligning cross-functional teams for success.
- Deep cybersecurity industry knowledge and ability to adapt to market shifts.
- Persistence, flexibility, and willingness to travel (~50% or more).
Benefits:
- Sophos operates a remote-first working model, making remote work the primary option for most employees.
- 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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