<p> </p><p><strong>Role Summary</strong></p> <p>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. </p> <p></p> <p></p><p><br></p><b>What You Will Do</b><div> <ul> <li>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)</li> <li>Build and execute business plans that identify, develop, and close incremental opportunities to deliver outstanding growth for the partner and Sophos.</li> <li>Enable partners to take full advantage of Sophos comprehensive solution and services portfolio to improve their customer’s security protection and response.</li> <li>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</li> <li>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.</li> <li>Ensure the Sophos Sales Centre of Excellence are proactively engaged to manage processes to progress and close of sub-100 user opportunities.</li> <li>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</li> <li>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.</li> <li>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.</li> </ul> </div><p><br></p><b>What You Will Bring</b><div> <ul> <li>1-2 years in a sales role working with end users or channel partners and a track record of quota achievement</li> <li>Understanding of the technology channel eco-system and the business model of different types of channel partners (VAR, MSP, etc.)</li> <li>Adept at account management and business partner techniques with strong interpersonal, active listening, discovery, and qualification skills</li> <li>Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage</li> <li>Experience in translating market trends and customer issues and needs into business opportunities for partners</li> <li>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</li> <li>Excellent organizational skills and ability to prioritize and manage multiple tasks at once</li> </ul> </div><p><br></p><p></p>