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

SophosGermany

Vor 30+ Tagen

Anstellungsart

Unbefristet

Stellenbeschreibung

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
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%)

IC3#B2#LI-MT1 Ready to Join Us? At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply. What's Great About Sophos?

Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.

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