Senior Channel Account Executive

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.

What Will You Do
- Proactively identify, qualify, recruit and on-board named partners 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 & Experience
- Define, build and execute a Channel strategy across the region
- 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

What's Great About Sophos?
- 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 that 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