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Canada
Cyberoam Hiring For Title Channel Account Executive at Remote Full Time
Canada West Remote
Sales
Job Requisition Number: CASLS63
Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central – the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos has major hubs around the globe. More information is available at www.sophos.com
Role Summary
The Channel Account Executive is a heavily proactive role working within our Channel community. Primary responsibility is to manage every aspect of the partnership between Sophos and our territory resellers. This includes building and implementing account plans and marketing plans; motivate, educate, and train sales reps on Sophos products and how to sell them; find new business; and building relationships with management levels within the resellers. Channel Account Executive is accountable for managing all partnerships within the guidelines of the Sophos channel program. The Channel Account Executive will build and promote the Company’s position as the worldwide leader in Cybersecurity.
What You Will Do
- Maintain relationship with existing strategic partners and work with them to ensure business retention and develop business growth through cross sell and new business acquisition.
- Proactively identify, qualify, recruit, on-board and train new named partners through various methods and work with them to generate new business and increase their Sophos mindshare.
- Align partner with Sophos sales team to enhance partner alignment and experience.
- Follow up leads and partner data proactively to maximize new business potential.
- Account manage partners via phone, email and on-site visits where required to ensure they receive an excellent service.
- Engage with all Sophos internal resource to ensure that partners are ‘enabled’ to sell Sophos products and support their customers.
- Negotiate with (and through) partners in competitive situations to ensure that Sophos is the preferred vendor.
- 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 all partners within the CRM system to allow targeted marketing communications.
- Drive new customer adoption, cross sell opportunities, and high renewal rate through the partner’s customers.
- Identify and utilize all relevant internal Sophos resources, escalating where necessary and managing the communication process ensuring the partner is kept informed.
- Adherence to CRM (Salesforce), business systems and activity management standards, ensuring all activity is logged and accurately updated.
- Develop and maintain detailed knowledge of Sophos products, services and also that of Sophos competitors to a high standard.
- Responsible for orchestrating between partners and Sophos internal resources in technical support cases and conflict management.
What You Will Bring
- Minimum 5+ years prior channel sales experience a must.
- Previous experience designing business plans and market strategies with resellers.
- Proven ability to sell solutions.
- A proven track record of quota achievement and demonstrated career stability
- Excellent presentation skills to executives & individual contributors
- Competitive, Self-starter, Hunter-type mentality.
- Previous experience in Cybersecurity.
- Working with spreadsheets and other business tools
- Working a high volume of resellers to achieve a sales target
- Building mutually beneficial business relationships
- Strong written and verbal communication skills, with an ability to influence and negotiate
- Quickly learns and adopts new approaches and techniques
- Strong multitasking skills with an ability to prioritize competing deadlines
- Teamwork & Conflict Resolution
- Travel to partner site required
What’s Great About Sophos?
- Our people are what makes Sophos special – we demonstrate shared vision, talent, innovation, and creativity, all of which are accompanied by a great sense of fun and team spirit.
- Employee-led diversity and inclusion groups that build community within Sophos and provide internal education and advocacy (eg. Sophos Women in Tech group to improve gender parity, encourage gender-balanced leadership, and support career progression at Sophos)
- Sophos Environment Network and employee challenges to contribute to sustainability and reduce our environmental footprint
- Annual commitment to charity and fundraising across our global sites and volunteer days for employees to give back to local communities
- Global trivia competitions to keep our minds sharp
- Global Mental Health days off work for all Sophos to help employees relax and recharge
- Monthly employee wellbeing webinars and training to support employee health and wellbeing
- Employee rewards and thanks, such as our free annual subscription to Calm
Our Commitment To You
We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants that can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.
Data Protection
If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos’ data protection practices, please contact [email protected].
