Channel Account Manager

Role Summary

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. 

• 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.

• 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