Channel Account Manager

Sophos; Vancouver; Remote; CAD 61,000 - 101,000; Full time

Job summary

A leading cybersecurity company seeks a Channel Account Manager to drive growth through partner relationships. Responsibilities include developing business plans, supporting complex deals, and ensuring high renewal rates. Ideal candidates will have sales experience and strong interpersonal skills. Join a remote-first team that values diversity and innovation.

Benefits

Remote Work Option

Diversity and Inclusion Networks

Annual Charity Initiatives

Global Wellbeing Days

Qualifications

• 1-2 years in a sales role with quota achievement.
• Understanding of technology channel eco-system.

Responsibilities

• Develop relationships with partners to drive revenue growth.
• Support partners in qualifying and closing customer deals.
• Manage Deal Registration and sales lead management.

Skills

Account Management

Interpersonal Skills

Active Listening

Technical Acumen

Organizational Skills

Education

Relevant Education

Job description

The Channel Account Manager (CAM) is accountable for managing Sophos high-growth, high-potential Partners. They are responsible for developing joint business plans with partners to hit revenue and profitability targets by growing customer renewals and cross-sell and upselling and new logo business development.

What You Will Do

• Develop relationships at all levels across the partner to drive revenue growth and profitability; particularly for mid-market customers, MSP, and Managed, Detection and Response (MDR)
• Build and execute business plans that identify, develop, and close incremental opportunities to deliver outstanding growth for the partner and Sophos.
• Enable partners to take full advantage of Sophos comprehensive solution and services portfolio to improve their customer’s security protection and response.
• Directly support partners qualify and close complex customer deals, engaging wider sales and sales engineer teams where required, gather insights to ensure accurate business forecasting
• Drive high renewal rates by ensuring partners focus on their renewals and build an engagement plan to align Sophos and Partner teams and identify new business and cross-sell opportunities.
• Ensure the Sophos Sales Centre of Excellence are proactively engaged to manage processes to progress and close of sub-100 user opportunities.
• Manage and support Sophos Distributors to provide fast response times to quote requests and queries, and work with our high-touch sales teams to progress pipeline and key top deals
• Manage Deal Registration and sales lead management allocation and process, follow up on the 30-day closures, and identify registrations that have not been progressed and acted upon.
• Motivate, educate, and ensure Partner sales and technical staff are go-to-market ready, provide access to certification and training materials and develop an enablement plan.

What You Will Bring

• 1-2 years in a sales role working with end users or channel partners and a track record of quota achievement
• Understanding of the technology channel eco-system and the business model of different types of channel partners (VAR, MSP, etc.)
• Adept at account management and business partner techniques with strong interpersonal, active listening, discovery, and qualification skills
• Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage
• Experience in translating market trends and customer issues and needs into business opportunities for partners
• Ability to thrive in a team selling environment, winning together outlook with the ability to build relationships and influence via email, telephone, and in person
• Excellent organizational skills and ability to prioritize and manage multiple tasks at once

In the United States, the base salary for this role ranges from $61,000 to $100,800. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.#LI-Remote#B1#LI-FC2 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