[Hiring] Channel Account Executive @Sophos

Role Description

The Channel Account Executive (CAE) is accountable for managing strategic Sophos partners. They are responsible for developing joint business plans with partners to hit revenue and profitability targets by:

• Developing new MDR, services, MSP, and next-gen portfolio customer opportunities.
• Up-selling and cross-selling to existing customers and renewals.

This role will work closely with a selected set of Sophos strategic partners across the SADC region, specifically in South Africa, and will collaborate with the local team consisting of sellers, technical, and marketing staff, as well as interacting with the local distribution lineup.

What You Will Do

• Develop a set of selected strategic partners; existing and net new.
• Develop relationships at all levels across the partner to drive revenue growth and profitability.
• 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 in qualifying and closing complex customer deals, engaging wider sales and sales engineer teams where required, and gathering insights to ensure accurate business forecasting.
• Own and manage the frequent joint business review and planning process between Partners and Sophos decision makers, including clearly defined KPIs and SMART goals with agreed outcomes.
• Collaborate to develop marketing plans with partners to drive incremental sales pipeline ensuring high return on investment from activities like lead gen campaigns and events.
• Coordinate the involvement of Sophos staff, including product management, sales, SE, marketing, support, service, and management resources to meet partner performance objectives and partner expectations.
• Drive high renewal rates by ensuring partners focus on their renewals and build an engagement plan to align Sophos and Partner teams, identifying new business and cross-sell opportunities.
• Motivate, educate, and ensure Partner sales and technical staff are go-to-market ready, providing access to certification and training materials and developing an enablement plan.
• Travel both locally, nationwide, and some internationally is required to ensure engagement across aligned partners and as a component of managing the landscape, and working at Sophos.

Qualifications

• 5+ evidenced years in channel sales and territory management in networking or security sectors.
• Extensive knowledge of the partner landscape across the region, with partner relationships in multiple countries, specifically South Africa.
• Experience building and executing successful business and marketing plans.
• Understanding of the technology channel ecosystem and the business model of different types of channel partners (VAR/MSP/Distribution/Marketplace 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 is an advantage.
• Experience 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.
• Excels at engaging partner personnel across all levels and functions, building multifaceted relationships.
• Excellent organizational skills and ability to prioritize and manage multiple tasks at once.
• Understanding of tools such as PowerBI, Clari, SFDC, Co-pilot, and other AI programs.
• This role will require travel mainly around South Africa, especially Cape Town, Durban, and the surrounding Johannesburg region.

Benefits

• Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach.
• 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.