Manager Channel Sales (m/f/d) - People management responsibility

Role Summary

The manager channel sales will manage and develop the German national Team (focused on our biggest Partners). That includes the CAEs and the CAMs. The managers main duty is to build and grow the Sophos business with national partners in Germany and particularly in DACH. This includes implementing the channel sales strategy and priorities with the team, as well as representing Sophos on C-level appointments and key industry events. Success will be measured by the overall performance; KPIs, OKRs and quota achievement of the national team as well as team members performance and satisfaction

What You Will Do:

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 of CAEs and CAMs in Germany 

Address and resolve any issues or resistance related to change initiatives 

Establish a feedback culture that contributes to the change and development of the company 

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 (KPIs/OKRs) 

Provide accurate forecasting

Develop the key partners handled by the team 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. 

Partner revenues 

Understand what the partner´s business and customer set is

Accelerate revenue and channel growth

Persistent communication with stakeholders in all relevant departments to collect right and appropriate information 

Ensure close teamwork of the national team with direct touch teams especially with the enterprise team as well as with all contributing departments 

Promotes and supports the exchange of knowledge and best-practice-sharing between the different channel teams in EMEA Central 

What You Will Bring:

Several years team leadership experience 

Several years experience in 2-tier channel business, knows how this works, able to operate all tools in the background: Partner Portal, Partner Contracts, onboarding of partners, business plans for partners 

Experience in working with partners, customers and internal C- level executive contacts

Experience in Sales Operations / process optimisation 

Working in a commercial IT environment 

Channel Sales experience 

Aggressive “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 (German and English)

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 and PowerBI 

#B2#M3#LI_MT1Ready 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