The Channel Account Manager (CAM) is accountable for managing Sophos high-growth, high-potential Partners. They are responsible for developing joint business plans with partners to hit revenue and profitability targets by growing customer renewals and cross-sell and upselling and new logo business development.
What You Will Do
Develop relationships at all levels across the partner to drive revenue growth and profitability; particularly for mid-market customers, MSP, and Managed, Detection and Response (MDR)
Build and execute business plans that identify, develop, and close incremental opportunities to deliver outstanding growth for the partner and Sophos.
Enable partners to take full advantage of Sophos comprehensive solution and services portfolio to improve their customer’s security protection and response.
Directly support partners qualify and close complex customer deals, engaging wider sales and sales engineer teams where required, gather insights to ensure accurate business forecasting
Drive high renewal rates by ensuring partners focus on their renewals and build an engagement plan to align Sophos and Partner teams and identify new business and cross-sell opportunities.
Ensure the Sophos Sales Centre of Excellence are proactively engaged to manage processes to progress and close of sub-100 user opportunities.
Manage and support Sophos Distributors to provide fast response times to quote requests and queries, and work with our high-touch sales teams to progress pipeline and key top deals
Manage Deal Registration and sales lead management allocation and process, follow up on the 30-day closures, and identify registrations that have not been progressed and acted upon.
Motivate, educate, and ensure Partner sales and technical staff are go-to-market ready, provide access to certification and training materials and develop an enablement plan.
What You Will Bring
1-2 years in a sales role working with end users or channel partners and a track record of quota achievement
Understanding of the technology channel eco-system and the business model of different types of channel partners (VAR, MSP, etc.)
Adept at account management and business partner techniques with strong interpersonal, active listening, discovery, and qualification skills
Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage
Experience in translating market trends and customer issues and needs into business opportunities for partners
Ability to thrive in a team-selling environment, winning together outlook with the ability to build relationships and influence via email, telephone, and in person
Excellent organizational skills and ability to prioritize and manage multiple tasks at once
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