Senior Channel Account Executive

A heavily proactive and collaborative 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. This incumbent will be reporting to the Senior Manager, Enterprise Sales.

Main Duties
- Develop and maintain detailed knowledge of Sophos products, services and also that of Sophos competitors to a high standard.
- Keep business plans and conduct regular Partner business reviews with named partners
- Accelerate customer retention, growth of cross-selling, and new customer acquisition through partner activity
- Provide information, arrange training, and coach Partners to ensure that they are trained to use Sophos systems and tools (Partner Portal, etc) and can articulate the Sophos GTM
- Adherence to CRM (Salesforce, Clari, etc.), business systems, and activity management standards, ensuring all activity is logged and accurately updated. Eg. Partner/Customer contacts, opportunity forecasting
- Facilitate technical enablement, certification of named partners to ensure alignment to local sales and product strategy
- Spend 30% of the time developing and executing prospecting activities through named partners. For example, account mapping, MDF activity, call blitz, offers/promotions
- Achieve customer territory target
- Conduct a min of 10 customer meetings per week to ensure customer retention and migration to the latest NextGen Sophos products or services
- Facilitate technical security assessments and product demo’s to ensure customer awareness and satisfaction

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, plus 2)
- 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.

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