Lead the team through necessary and contemporary changes related to the company’s strategic goal to be a next-generation cybersecurity leader
Recruit, mentor, and manage a team CAEs in the allocated region
Execute channel-sales and go to market strategies
Identify requirements for Sophos in this part of the market
Achieve bookings quota to achieve company goals
Provide accurate forecasting
Develop the key-partners handled by the CAEs to the next level and assure proper growth as well as selling of next-gen solutions, especially Cybersecurity as a Service
Structure our channel Right: Use and know your metrics: unrenewed rate, BOD, ARR, white space list etc
Increase Channel knowledge by regular training, workshops, webinars
Push New topics / growth enabler like MSP and Cloud – new routes to market
Ensure tight management of partner programme requirements through the CAE Team: 100% program adherence, revenues and certification, renewals, active business plans etc., understand what partner's Business and customer set is
Success Measurement: Accelerate revenue and channel growth; persistent communication with stakeholders in all relevant departments to collect right and appropriate Information, ensure close teamwork of the CAE team with Inside-Sales as well as direct touch teams especially with the enterprise Team; promotes and supports the exchange of knowledge and best-practice-sharing between the different channel teams in EMEA Central.

Several years team leadership experience
Working 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
Experience in working with partner, customer and internal C
level executive contacts
Experience in Sales Operations / process optimisation
Working in a commercial IT environment
Channel Sales experience
Outstanding “can-do” nature that enjoys overcoming objections and challenges.
Excellent organizational skills with ability to manage and prioritize multiple tasks.
Excellent leadership skills
Excellent communication and presentation skills, both written and verbal
Understanding of sales and order process
Understanding of software license and hardware products
Financial Acumen, Ability to understand & forecast recurring revenue model (added)
Knowledge of Salesforce, PowerBI
Willingness to travel in Region
Fluent in German and English

Sophos operates a remote-first working model
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

Channel Sales Manager – with Leadership Responsibility

Key skills