Leader Channel Sales - Remote In Germany But Regional Responsiblity For Austria, Switzerland & Eastern Europe (w/m/d)

About Us Sophos is a worldwide leader and innovator of advanced cybersecurity solutions, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies that help organizations defeat cyberattacks. As one of the largest pure-play cybersecurity providers, Sophos defends more than 500,000 organizations and more than 100 million users globally from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through its cloud-based Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed, turnkey security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

The Manager/ Leader Channel Sales (w/m/d) will manage and develop the Austrian, Switzerland and Eastern Europe CAE-Team. Their main duty is to build and grow the Sophos Business with Key partners in the allocated region. This includes implementing the sales/channel strategy and priorities with his CAE team as well as representing Sophos on key industry events.

Success will be measured by the overall performance and quota achievement of the CAE team as well as team member performance and satisfaction.

This JD is referred to individuals who are already living in Germany, have an existing eligibility to work here as well as are native bilingual in English and German.

What You Will Do:

• 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 CAEs in the allocated region
• 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
• Provide accurate forecasting
• Develop the key-partners handled by the CAEs 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

What You Will Bring:

• Native Bilingual (oral and written) in German and English is a MUST
• 5 years+ team leadership experience
• 5 years+ experience in 2-tier channel business, knows how this works, able to operate all tools in the background: Partner Portal, Partner Contracts, On boarding of partners, business plans for partners
• Experience in working with partner, customer 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 (added)
• Knowledge of Salesforce, PowerBI
• Please be aware that this role will require travel.