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About Us
A heavily proactive role working within a Channel team that needs to grow its business by recruiting, qualifying and onboarding new partners to drive net-new and cross-sell revenue. This incumbent will be reporting to the Senior Manager of Channel Sales based in Australia.
What Will You Do
- Develop and maintain detailed knowledge of Sophos products, services and also that of Sophos competitors to a high standard.
- Maintain and develop executive relationships with named partners via email, phone and face to face, where appropriate
- Keep business plans and conduct regular Partner business reviews with named partners
- Accelerate customer retention, growth of cross sell and new customer acquisition through partner activity
- Provide information, arrange training and coach Partners to ensure that they are trained to use Sophos systems and tools (Partner Portal etc) and can articulate the Sophos GTM
- Adherence to CRM (Salesforce, Clari etc.), business systems and activity management standards, ensuring all activity is logged and accurately updated. Eg. Partner/Customer contacts, opportunity forecasting
- Facilitate technical enablement, certification of named partners to ensure alignment to local sales and product strategy
- Spend 30% of time developing and executing prospecting activities through named partners. For example, account mapping, MDF activity, call blitz, offers/promotions
- Achieve the customer territory target
- Conduct a min of 10 customer meetings per week to ensure customer retention and migration to latest Next Gen Sophos products or services
- Facilitate technical security assessments and product demos to ensure customer awareness and satisfaction
What You Will Bring
- Define, build and execute a Channel strategy across the region
- Building mutually beneficial business relationships – at all levels
- Conflict handling and negotiation
- Ability to manage multiple priorities effectively
- Influencing and problem-solving
- Multi-country experience across the ASEAN region (e.g. Singapore, plus 2)
- Orientation and experience towards Sales, communication, and programs
- Proactive ‘new market’ development through the channel in previous roles
- Strong communication and presentation skills – verbal and written
- Successful track record of Channel development and growth in the region
- Teamwork incl team leadership skills (ownership, accountability) in previous roles
- Travel to the partner site and customers required
- Working towards a sales target and fiscal priorities
- Working with a high volume of customers or partners
#AB1
#Li-Remote
B2
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. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.
· 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
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 who 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. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
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