MSP - Channel Account Executive (m/w/d)

About Us Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through the 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 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 MSP CAE will be responsible for recruiting and onboarding Managed Service Providers (MSP) to promote and sell the complete Sophos Central and XG Firewall product offerings throughout territory. The CAE will partner with Sales, Channel, Business Operations, and other members of the Marketing organization to become part of a core team that will drive the growth of new business and help retain and grow top service providers.

Success will be measured by the overall health and hygiene of the MSP business, productivity of active MSP partners and the associated revenue from the sale of Sophos products and solutions through the MSP’s to their respective end-user customer base.

What You Will Do:

• Achieve bookings quota through MSPs in the assigned territory to achieve company goals
• Provide accurate forecasting of MSPs revenue through salesforce.com
• Recruit net new MSPs through conference participation, interaction with distribution and other means
• Onboard and enable MSPs to ensure partner success in selling and supporting all Sophos solutions
• Interact with MSPs to manage through issues with a high degree of professionalism and attentiveness.
• Negotiate and manage contracts, where applicable
• Train and educate the MSP partners on all Sophos offerings
• Train and educate Sophos sales employees on the MSP business, and how to sell and support MSPs
• Communication with stakeholders in global MSP team, business unit, local marketing and sales organization in order to make price book and quote guideline
• To maintain SFDC in terms of pricing and partners and publish it for sales organization with detail inspection to keep consistency of price information across various data sources
• To develop the documents required in sales process
• To be a knowledge base of pricing and licensing structure of whole Sophos MSP products and to answer to questions from salespersons about them

What You Will Bring:

• Solid 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
• MSP & Channel Sales experience
• Telco/marketplace experience a plus
• Excellent communication and presentation skills, both written and verbal
• Desired: Additional European language
• 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
• Willingness to travel (up to 50%)
• Fluent in German and English