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About Us
Role Summary:
The MSP CAE will be responsible for recruiting and onboarding Managed Service Providers (MSP) to promote and sell the complete Sophos Central and XG Firewall product offerings throughout territory as well as managing and supporting partners in the region either directly or in conjunction with our sales teams. The CAE will partner with Sales, Channel, Business Operations, and other members of the Marketing organisation to become part of a core team that will drive the growth of new business and help retain and grow top service providers.
Success will be measured by the overall health and hygiene of the MSP business, productivity of active MSP partners and the associated revenue from the sale of Sophos products and solutions through the MSPs to their respective end-user customer base along with the support, growth and productivity of our larger MSP partners.
What Will You Do
- Achieve bookings quota through MSPs in the assigned territory to achieve company goals
- Provide accurate forecasting of MSPs revenue
- Recruit net new MSPs through conference participation, interaction with distribution and other means
- Onboard and enable MSPs to ensure partner success in selling and supporting all Sophos solutions
- Interact with MSPs to manage through issues with a high degree of professionalism and attentiveness.
- Negotiate and manage contracts, where applicable
- Train and educate the MSP partners on all Sophos offerings
- Train and educate Sophos sales employees on the MSP business, and how to sell and support MSPs
- Communication with stakeholders in global MSP team, business unit, local marketing and sales organisation in order to make price book and quote guideline
- To maintain SFDC in terms of pricing and partners and publish it for sales organisation with detail inspection to keep consistency of price information across various data sources
- To develop the documents required in the MSP sales process
- To be a knowledge base of pricing and licensing structure of whole Sophos MSP products and to answer to questions from salespersons about them
What You Will Bring
- Solid 5+ 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
- MSP & Channel Sales experience
- Telco/marketplace - 3+ year experience and demonstrable success metrics in working with and growing business within Telefonica
- Excellent communication and presentation skills, both written and verbal
- Spanish and English languages are essential.
- Understanding of sales and order process
- Understanding of software license and hardware products
- Financial Acumen, Ability to understand & forecast recurring revenue model
- Knowledge of Salesforce
This position may require up to 30% travel.
Reporting to Senior Director. MSP - EMEA.
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. Please refer to the location details in our job postings for further information.
· 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
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