Field Channel Account Manager

2 weeks ago

Singapore SOPHOS COMPUTER SECURITY PTE. LTD. Full time

A heavily proactive role working within a Channel team that needs to grow its business by recruiting, qualifying and on-boarding of new partners to drive net-new and cross-sell revenue through Channel and Distribution partner within the SEA region particularly Thailand and Singapore.

**What you will be doing**
- Proactively identify, qualify, recruit and on-board managed partners and distributors through various methods and work with them specifically to grow their business and Sophos mindshare
- Maintain and develop existing platinum partners and work with them to grow their business
- Follow up leads and partner data proactively to maximize new business potential
- Drive all partners to grow their Sophos business through efficient renewal and aggressive new business acquisition.
- Engage with all Sophos internal resource to ensure that partners are ‘enabled’ to sell Sophos products and support their customers
- Negotiate with (and through) partners in competitive situations in order to ensure that Sophos is the preferred vendor
- Provide information, arrange training and coach Partners to ensure that they are trained to use Sophos systems and tools (Partner Portal etc)
- Identify and classify all partners within the CRM system to allow targeted marketing communications
- Ensure the partners existing customers renew on time and work with the partner to put campaigns in place to drive additional sales of product into their customer base
- Drive a high renewal rate through the partner’s customers through ensuring partners focus on their renewals and identify cross-sell opportunities within larger renewals, contacting the customer directly where necessary
- Identify and utilize all relevant internal Sophos resources, escalating where necessary and managing the communication process ensuring the partner is kept informed
- Adherence to CRM (Salesforce), business systems and activity management standards, ensuring all activity is logged and accurately updated
- Develop and maintain detailed knowledge of Sophos products, services and also that of Sophos competitors to a high standard.
- Drive partners to develop new business and work with partners to cover customers
- Works with partners to meet individual and country target

**Skills and Experience**
- Define, build and execute a Channel strategy across the region
- Experiecne with both Channel and Distribution Partners
- Building mutually beneficial business relationships - at all levels
- Conflict handling and negotiation
- Ability to manage multiple priorities effectively
- Influencing and problem-solving
- Multi-country experience across the ASEAN region (e.g. Singapore, Thailand)
- Orientation and experience towards Sales, communication, and programs
- Proactive ‘new market’ development through channel in previous roles
- Strong communication and presentation skills - verbal and written
- Successful track record of Channel development and growth in region
- Teamwork incl team leadership skills (ownership, accountability) in previous roles
- Travel to the partner site and customers required
- Working towards a sales target and fiscal priorities
- Working with a high volume of customers or partners
- Restricted holiday in March and month-end
- Thai speaking is a plus

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