Senior Channel Account Executive (m/f/d) - Focus on Zip Code 8/9

Sophos WorkFromHome

Stellenbeschreibung:

Overview

Senior Channel Account Executive (m/f/d) – Focus on Zip Code 8/9. Location in region (Zip Code 8/9) required.

Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025. Sophos sells security solutions through reseller partners, MSPs and MSSPs worldwide, defending hundreds of thousands of organizations.

Role Summary

As Senior Channel Account Executive you are responsible for managing and restructuring all assigned partners in territory, driving sales through assigned top partners, and introducing as well driving the territory channel strategy. Acquire new partners with Cybersecurity as a Service- and/or Enterprise- Focus.

The candidate needs to be located in region (Zip Code 8/9).

What You Will Do

Focus on Cybersecurity as a Service- and/or Enterprise- Partners and work very closely with the Sophos Enterprise Team.
Analyze and restructure the partners in the assigned territory and build a top partner setup.
Act as the responsible Sophos person for the assigned partners to provide solutions, leveraging Sophos representatives and resources where necessary, to make Sophos the preferred vendor within the Partner.
Create and deliver formal presentations to large and small, technical and non-technical Partner audiences, including C Level representatives, in order to gain commitment to sell Sophos and increase share within the Partner. Gain access and manage relationships with senior level executives on partner side
Achieve bookings quota for assigned partners in the territory
Achieve new business and product targets for all partners in the territory
Analyse past performance, Sophos and competitor share of business, and growth potential of these partners, to develop and execute on a joint Partner business plan that drives mutual business in line with Sophos short and long-term aspirations. Business plans with quarterly review during the year.
Gain a detailed understanding of the partners business, investment areas, and profitability factors to positively influence the joint business plan, growing our business and shrinking competitors’ share of the Partners business.
Support development of territory channel planning (define capacity, recruitment and enablement requirements for all partner types) to support sales targets for all customer segments in the territory
Engage with Partner sales teams in sales opportunities in prospective and existing client sites to drive up deal value and closure rates.
Develop and manage revenue for mid-tier / medium enterprise accounts, ensure a healthy renewal and run-rate business
Identify and recruit top partners as defined by the channel planning process
On-board and enable partners to ensure partner success in selling and supporting all Sophos solutions
Communicate and follow up to ensure assigned partners remain up to date on all necessary training and certifications
Co-market and co-sell with assigned territory partners
Support joint business planning with top territory partners
Align Sophos resources to support partner sales activities
Log all activity to maintain accuracy of CRM/PRM and forecasting systems
Provide on a weekly basis an accurate sales forecast for assigned partners, ensuring that it is within 10% of actual and provided in the right format and at the right time.
Maintain a detailed understanding of top partners’ business (pain points, investment areas, profitability factors, etc.)
Consistently articulate Sophos’ value proposition to top partners to maintain and increase Sophos’ share of each partner’s business
Identify requirements and engage Sales Engineering, Marketing and Direct Touch to provide support throughout the sales cycle
Articulate product and sales strategy feedback from the market to relevant groups within Sophos

What You Will Bring

Working experience of recruiting, onboarding and managing channel partners in a technology environment
First working experience of developing territory plans
First working experience of developing business plans
Proven track record of achieving and exceeding territory partner sales quotas
Understanding of the target market and its dynamics
Knowledge of software channel ecosystems in the territory
Familiarity with CRM/PRM and forecasting systems
General business background, including knowledge of basic financial, marketing and selling concepts
Strong Negotiation skills
Strong Presentation skills
Strong Communication and Interpersonal skills
Ability to thrive in a team selling environment
Fluent in German (mind. C1 Level)

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Ready to Join Us?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. We encourage applicants to apply even if they don’t check every box.

What’s Great About Sophos?

· Sophos operates a remote-first working model. Some roles may require hybrid work. Applicants must have legal authorization to work in the posting jurisdiction without employer sponsorship.

· Our people – we innovate and create, with a great sense of fun and team spirit

· Employee-led diversity and inclusion networks

· Annual charity and volunteering initiatives

· Global sustainability initiatives

· Global fitness, wellbeing days, and webinars

Our Commitment To You

We’re proud of our diverse and inclusive environment and are committed to equality of opportunity. All applicants will be treated fairly and in accordance with the law regardless of gender, race, religion or belief, age, disability, or sexual orientation. If adjustments are needed in the recruitment process, please let us know.

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