Manager - Channel Sales (m/w/d)

About Us

Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through the Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

The manager channel sales will manage and develop the German national team. That includes the CAEs and the CAMs. The managers main duty is to build and grow the Sophos business with national partners in Germany and particularly in DACH. This includes implementing the channel sales strategy and priorities with the team, as well as representing Sophos on C-level appointments and key industry events. 

Success will be measured by the overall performance; KPIs, OKRs and quota achievement of the national team as well as team members performance and satisfaction.

What You Will Do:

• 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 of CAEs and CAMs in Germany
• Address and resolve any issues or resistance related to change initiatives
• Establish a feedback culture that contributes to the change and development of the company
• 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 (KPIs/OKRs)
• Provide accurate forecasting 
• Develop the key partners handled by the team 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.; Partner revenues; understand what the partner´s business and customer set is)
• Accelerate revenue and channel growth 
• Persistent communication with stakeholders in all relevant departments to collect right and appropriate information
• Ensure close teamwork of the national team with direct touch teams especially with the enterprise team as well as with all contributing departments
• Promotes and supports the exchange of knowledge and best-practice-sharing between the different channel teams in EMEA Central

What You Will Bring:

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

#B2

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Ready to Join Us?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. 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.

What's Great About Sophos?

· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.

· Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit

· 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

Our Commitment To You

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know. 

Data Protection

If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos’ data protection practices, please contact [email protected].