Manager of Channel Sales, Sophos
Cybersecurity-as-a-Service
Be an early applicant
Cybersecurity-as-a-Service
1001+ employees
Be an early applicant
1001+ employees
Company mission
To develop powerful and intuitive products and services that provide the world's most effective cybersecurity for organizations of any size.
Role
Who you are
- 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
What the job involves
- 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
- 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
Our take
Due to the fast-evolving nature of cybercrime, companies can struggle to keep their security up-to-date and resilient. Sophos provides managed cybersecurity services to identify and resolve cyberthreats within all sizes of organisations, combining cutting edge cybersecurity tech with expert support teams.
Leveraging AI and machine learning, Sophos' system automates the detection and blocking of over 99% of threats, meaning its analysts only have to hunt down and stop the most sophisticated attackers. As well as its Managed Detection and Response (MDR) product - which, serving over 15,000 customers, is the most-used on the market - the company also delivers Incident Response Services for those experiencing an active threat.
Sophos is not a new player in the cybersecurity space, but has demonstrated its dedication to innovation with continued product launches, updates, and acquisitions such as that of BAE spinout SOC.OS that have kept its tech at the front of the market. Alongside many of its peers, the effects of the economic climate have caused Sophos to cut staff as it focusses on achieving “the optimal balance of growth and profitability", but this recent hiccup does not take away from its position as a market leader continuously leading adaption in the space.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
36% female employees
-6% employee growth in 12 months
Company
Funding (1 round)
Jul 2020
$2.6m
SEED
Total funding: $2.6m
Company benefits
- Remote-first working model & hybrid options
- We encourage teams to get together in person periodically to help facilitate teamwork
- Flexible start and end times for many roles
- Leadership development program
- Access to LinkedIn Learning
- Global internal coaching program (Coach Match)
- Periodic Sophos wellness days off for all Sophos to help employees relax and recharge
- Global wellbeing program, which offers a range of wellbeing resources, including Sophos Wellbeing Webinars, Stress Management Toolkits, and Developing Resilience Courses
- Free Employee Assistance Program (EAP) for confidential advice and counseling on a wide range of work and personal issues
- Free annual subscription to the Calm app
- Paid parental leave, caregiver leave & bereavement/compassion leave available
- We host some unforgettable social experiences for our global teams including our music festival SOPH-Fest, go-karting, Sophmudder, and incredible holiday parties!
- Our annual global fitness challenge, SOPH-Fit, sees thousands of employees taking part in our virtual global race around the world
- Each quarter, we celebrate our exceptional global team by running the Sophos Values Awards, which recognizes and rewards employees who embody the Sophos values and who we are as a company
- Health care benefits available worldwide
Company values
- Simplicity: We strive to embrace design, automation, and re-engineering across our products and business operations. We aim to create instinctive next-gen products that provide IT professionals with exactly what they need to do their jobs efficiently and effectively.
- Empowerment: We support and enable people to do great work. We trust people to take ownership, to take smart risks, and to deliver results. We encourage people to take action, to seek knowledge, and to question actions inconsistent with our mission, values, or principles.
- Passion: We care intensely about our success and our impact. We maintain high standards and continuously strive to improve. We inspire others.
- Innovation: We stay at the forefront and advance the boundaries of what is possible. If we fail, we do it quickly, learn, share the lessons learned, and move forward. We always seek better approaches to what we do.
- Authenticity: We are genuine, transparent, and honest. We admit our mistakes and strive to remain self-aware. We say what we think, even if it might be difficult.
Company HQ
Abingdon, UK
Articles
Leadership
Kris Hagerman
(CEO, not founder)Former CEO of Corel Corporation, who previously served as Group President of Data Center Management at Symantec. Was also Executive VP and GM of Storage and Server Management at Veritas Software, as well as CEO and Founder of both Bigbook and Affinia.
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