Senior Channel Sales Manager

Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks.

Sophos is undergoing strong growth and partners are at the core of everything we do. As the Senior Manager, Channel Sales, you will be handling the following areas:
**What will you do - Channel Management**:

- Lead Weekly Team Meetings with extended channel organization
- Consistently meet and exceed quota
- Understand your channel region and the partner landscape
- Drive regular communication with team and to channel partners
- Manage a team of direct and indirect Channel account Executives as above
- Responsible for the team managing offshore CAMs and distribution manager
- Think, plan and execute strategically on growth opportunities for Sophos in new and emerging markets
- Drive success for Sophos partner program for the region and contribute to growth in partner driven sales revenue.
- Key contributor and member of ASEANK Leadership team
- Provide QBR guidance from channel perspective at GEO level
- Responsible for mentoring and career development for all channel team members
- Be the spokesperson and leader of communications for all things “channel” for Sophos ASEANK

**End User Management**:

- Liaise with leader of SDR team to guide QSOs through channel team
- Build a pipeline and execute on each phase of the sales process
- Build and maintain end user relationships for owned business
- Focus proactively on pipeline to build new business for space
- Appropriately map specific solutions to prospects needs
- Drive the sales opportunity by providing leadership and orchestrating internal and external resources
- Identify Top Target Prospects for owned business (ongoing)
- Ensure SMB and channels sales growth in renewals, upsell and cross-sell activities and revenue.

**Partner Sales Management**:

- Ownership of Silver Partner Lifecycle, recruit, enable, onboard and drives business through the channel
- Identify the Silver partners with high growth potential and double down efforts with them
- Work with your top Country Reps on account mapping and develop a regular cadence where you pass leads and ask for some in return
- Manage the team to build and maintain Silver partner relationships
- Articulate the sales strategy and action plans to all partners
- Hold partners accountable for stated and agreed upon outcomes
- Work with SE org to plan enablement activities for focus partners through channel team and unmanaged partners through distributors.

**Operational Management**:

- Manage Forecast for Territory in Clari (At least once a week)
- Ensure the team properly documents all real time sales related sales activities in SFDC including win/loss data
- Use Zoom Info and other tools to help in proactively prospecting both prospective customers

**Enablement Management**:

- Engage in continued learning and personal development (Sophskills are mandatory)
- Maintain ongoing knowledge of industry, territory, target accounts, top/target partners and competitive landscape
- Share best practices regarding tools, sales techniques and ops management with team members
- Participate in all enablement activities including stand & delivers
- Continuously updates and leverages knowledge of Sophos products, resources, sales process and tools to drive revenue

**What Will You Bring**:

- 10+ years of relevant experience in a relevant sales experiences, preferably in cybersecurity industry.
- IT management or leadership experiences.
- Able to build strong collaborative relationships with internal and external stakeholders.
- Strategic thinking.
- Self-motivation.
- Effective communication skills.
- Restricted holiday at month-, quarter
- and year-end and important events.