Manager Channel Sales (with leadership responsibility)

Responsibilities

• The Manager Channel Sales will manage and develop the Austrian, Switzerland and Eastern Europe CAE-Team
• His/Her main duty is to build and grow the Sophos Business with Keypartners in the allocated region
• This includes implementing the sales/channel strategy and priorities with his CAE team as well as representing Sophos on key industry events
• Success will be measured by the overall performance and quota achievement of the CAE team as well as team member performance and satisfaction
• Lead the team through necessary and contemporary changes related to the company’s strategic goal to be a next-generation cybersecurity leader
• Recruit, mentor, and manage a team CAEs in the allocated region
• Execute channel-sales and go to market strategies
• Identify requirements for Sophos in this part of the market
• Achieve bookings quota to achieve company goals
• Provide accurate forecasting
• Develop the key-partners handled by the CAEs to the next level and assure proper growth as well as selling of next-gen solutions, especially Cybersecurity as a Service
• Structure our channel Right: Use and know your metrics: unrenewed rate, BOD, ARR, white space list etc
• Increase Channel knowledge by regular training, workshops, webinars
• Push New topics / growth enabler like MSP and Cloud – new routes to market
• Ensure tight management of partner programme requirements through the CAE Team: 100% program adherence, revenues and certification, renewals, active business plans etc., understand what partner’s Business and customer set is
• Success Measurement: Accelerate revenue and channel growth; persistent communication with stakeholders in all relevant departments to collect right and appropriate Information, ensure close teamwork of the CAE team with Inside-Sales as well as direct touch teams especially with the enterprise Team; promotes and supports the exchange of knowledge and best-practice-sharing between the different channel teams in EMEA Central

Benefits

• We encourage teams to get together in person periodically to help facilitate teamwork
• Remote-first working model & hybrid options
• Flexible start and end times for many roles
• Leadership development program
• Access to LinkedIn Learning
• Global internal coaching program (Coach Match)
• Periodic Sophos wellness days off for all Sophos to help employees relax and recharge
• Global wellbeing program, which offers a range of wellbeing resources, including Sophos Wellbeing Webinars, Stress Management Toolkits, and Developing Resilience Courses
• Free Employee Assistance Program (EAP) for confidential advice and counseling on a wide range of work and personal issues
• Free annual subscription to the Calm app
• Paid parental leave, caregiver leave & bereavement/compassion leave available
• We host some unforgettable social experiences for our global teams including our music festival SOPH-Fest, go-karting, Sophmudder, and incredible holiday parties!
• Our annual global fitness challenge, SOPH-Fit, sees thousands of employees taking part in our virtual global race around the world
• Each quarter, we celebrate our exceptional global team by running the Sophos Values Awards, which recognizes and rewards employees who embody the Sophos values and who we are as a company
• Health care benefits available worldwide

Qualifications

• Fluent in German and English
• Experience in Sales Operations / process optimisation
• Financial Acumen, Ability to understand & forecast recurring revenue model (added)
• Several years team leadership experience
• Outstanding “can-do” nature that enjoys overcoming objections and challenges
• Working in a commercial IT environment
• Excellent organizational skills with ability to manage and prioritize multiple tasks
• Excellent communication and presentation skills, both written and verbal
• Working experience in 2-tier channel business, knows how this works, able to operate all tools in the background: Partner Portal, Partner Contracts, On boarding of partners, business plans for partners
• Understanding of software license and hardware products
• Willingness to travel in Region
• Understanding of sales and order process
• Experience in working with partner, customer and internal C- level executive contacts
• Channel Sales experience
• Excellent leadership skills
• Knowledge of Salesforce, PowerBI

Your unique experiences and skills might be exactly what we need to enhance our team. Don’t let a checklist hold you back – we encourage you to apply