Inside Sales - Junior Channel Account Manager (m/w/d)
Germany
Sales – Inside Sales /
Permanent /
Hybrid
Role Summary
Work with Sophos Regional Partners, managing their accounts with Sophos through telephone and email contact, secure, drive revenue and partner satisfaction.
What You Will Do
- Achieve bookings quota & KPIs for all assigned Regional Partner Accounts
- Work with Sophos Regional Partners in collaboration with dedicated Regional Channel Account Executives to drive Partner business
- Work with the Channel Account Executives to develop and execute on a joint Partner business plan that drives our mutual business in line with Sophos short and long-term aspirations. This should be done at the beginning of the Fiscal Year, and then used as a basis for joint quarterly review during the year.
- Be the first point of contact for operational issues and act as coordinator between the Partner and Sophos
- Consistently articulate Sophos’ value proposition to Partners to maintain and expand Sophos’ business within Partner base
- Support channel planning process in collaboration with dedicated Regional Channel Account Executive for assigned Partners
- Support Customer Account Teams to secure and develop Partner Opportunities
- Maintain close relationships and establish regular meetings with Customer Account Teams to support pipeline management process
- Successfully implement Sophos DACH sales methodology ‘BaseLine Selling’ in your daily business calls with partners
- Create and deliver sales related presentations through webcasts to the sales team at the Regional Partners to gain commitment to sell Sophos and increase share within the Partner.
- Offer knowledgeable advice and support Partners with their inquiries
- Establish support mechanisms to make Sophos the easiest and preferred vendor to work with and actively remove barriers to that aim, driving a positive impact in partner satisfaction and Sophos share of the Partner’s business.
- Drive a high renewal rate through the partner’s customers through ensuring partners focus on their renewals and identify cross-sell opportunities within larger renewals, work closely with Customer Account Teams
- Provide information, arrange training and coach Partners to ensure that they are trained to use Sophos systems and tools (Partner Portal etc…)
- Identify and classify Regional Partners within the CRM system to allow targeted marketing communications
- Develop and maintain detailed knowledge of Sophos products and services
- Independent participation at internal education and training programs
- Adherence to CRM (Salesforce), business systems and activity management standards, ensuring all activity is logged and accurately updated
- Provide fast response times to requests and queries in personal and team mailbox
- Quoting of NFR related inquiries
- Analyse Partner performance based on Management key metrics (e.g. revenue, % un-renewed rate, pipeline, won/loss, product growth etc…)
- Deliver quarterly business review to Management
- Attend partner sites and Sophos organised Partner events to generate business opportunities when necessary
- Substitution of colleagues within the sales team during holidays, illness and transition time
What You Will Bring
- First work experience preferably in sales environments
- Preferably experience in selling IT solutions
- Experience selling with and through channel partners
- Strong time management and organisational skills
- Strong communication & telephone skills
- Previous use of CRM system
- Working in a sales or customer service environment
- Strong structured working method
- Strong communication skills – verbal and written in German and English
- Strong Negotiation skills
- Strong Presentation skills
- Ability to prioritize
- Conflict handling approach
- Ability to thrive in a team selling environment
- Strong skills in flexibility, proactivity and self -motivation approach
- Ability to be technically minded
- Quickly learns and adopts new approaches and techniques
#LI-MT1
#IC1
#B1
