Senior Channel Account Executive (m/f/d) - Focus on Zip Code 8/9

Sophos; Deutschland; À distance; EUR 60 000 - 80 000; Plein temps

Avantages offerts par ce poste

Employee-led diversity and inclusion networks

Annual charity and volunteering initiatives

Global fitness and wellbeing days

Résumé du poste

A cybersecurity firm in Germany is seeking a Senior Channel Account Executive to manage and restructure partners, drive sales, and develop strategic plans. This role requires strong negotiation and communication skills, along with experience in recruiting channel partners. Fluency in German at C1 level is essential. Sophos offers a remote-first working model and values diverse perspectives.

Qualifications

• Working experience of recruiting, onboarding and managing channel partners in a technology environment.
• Strong presentation and communication skills.
• Understanding of the target market and its dynamics.

Responsabilités

• Manage and restructure all assigned partners and drive sales through top partners.
• Analyze past performance and develop a joint business plan.
• Achieve bookings quota and new business targets for assigned partners.

Connaissances

Recruiting channel partners

Developing territory plans

Achieving sales quotas

Strong negotiation skills

Fluent in German (C1 Level)

Outils

CRM/PRM systems

Description du poste

Overview

Senior Channel Account Executive (m/f/d) – Focus on Zip Code 8/9. Location in region (Zip Code 8/9) required.

Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025. Sophos sells security solutions through reseller partners, MSPs and MSSPs worldwide, defending hundreds of thousands of organizations.

Role Summary

As Senior Channel Account Executive you are responsible for managing and restructuring all assigned partners in territory, driving sales through assigned top partners, and introducing as well driving the territory channel strategy. Acquire new partners with Cybersecurity as a Service- and/or Enterprise- Focus.

The candidate needs to be located in region (Zip Code 8/9).

What You Will Do

• Focus on Cybersecurity as a Service- and/or Enterprise- Partners and work very closely with the Sophos Enterprise Team.
• Analyze and restructure the partners in the assigned territory and build a top partner setup.
• Act as the responsible Sophos person for the assigned partners to provide solutions, leveraging Sophos representatives and resources where necessary, to make Sophos the preferred vendor within the Partner.
• Create and deliver formal presentations to large and small, technical and non-technical Partner audiences, including C Level representatives, in order to gain commitment to sell Sophos and increase share within the Partner. Gain access and manage relationships with senior level executives on partner side
• Achieve bookings quota for assigned partners in the territory
• Achieve new business and product targets for all partners in the territory
• Analyse past performance, Sophos and competitor share of business, and growth potential of these partners, to develop and execute on a joint Partner business plan that drives mutual business in line with Sophos short and long-term aspirations. Business plans with quarterly review during the year.
• Gain a detailed understanding of the partners business, investment areas, and profitability factors to positively influence the joint business plan, growing our business and shrinking competitors’ share of the Partners business.
• Support development of territory channel planning (define capacity, recruitment and enablement requirements for all partner types) to support sales targets for all customer segments in the territory
• Engage with Partner sales teams in sales opportunities in prospective and existing client sites to drive up deal value and closure rates.
• Develop and manage revenue for mid-tier / medium enterprise accounts, ensure a healthy renewal and run-rate business
• Identify and recruit top partners as defined by the channel planning process
• On-board and enable partners to ensure partner success in selling and supporting all Sophos solutions
• Communicate and follow up to ensure assigned partners remain up to date on all necessary training and certifications
• Co-market and co-sell with assigned territory partners
• Support joint business planning with top territory partners
• Align Sophos resources to support partner sales activities
• Log all activity to maintain accuracy of CRM/PRM and forecasting systems
• Provide on a weekly basis an accurate sales forecast for assigned partners, ensuring that it is within 10% of actual and provided in the right format and at the right time.
• Maintain a detailed understanding of top partners’ business (pain points, investment areas, profitability factors, etc.)
• Consistently articulate Sophos’ value proposition to top partners to maintain and increase Sophos’ share of each partner’s business
• Identify requirements and engage Sales Engineering, Marketing and Direct Touch to provide support throughout the sales cycle
• Articulate product and sales strategy feedback from the market to relevant groups within Sophos

What You Will Bring

• Working experience of recruiting, onboarding and managing channel partners in a technology environment
• First working experience of developing territory plans
• First working experience of developing business plans
• Proven track record of achieving and exceeding territory partner sales quotas
• Understanding of the target market and its dynamics
• Knowledge of software channel ecosystems in the territory
• Familiarity with CRM/PRM and forecasting systems
• General business background, including knowledge of basic financial, marketing and selling concepts
• Strong Negotiation skills
• Strong Presentation skills
• Strong Communication and Interpersonal skills
• Ability to thrive in a team selling environment
• Fluent in German (mind. C1 Level)

#IC3

#B2

Ready to Join Us?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. We encourage applicants to apply even if they don’t check every box.

What’s Great About Sophos?

· Sophos operates a remote-first working model. Some roles may require hybrid work. Applicants must have legal authorization to work in the posting jurisdiction without employer sponsorship.

· Our people – we innovate and create, with a great sense of fun and team spirit

· Employee-led diversity and inclusion networks

· Annual charity and volunteering initiatives

· Global sustainability initiatives

· Global fitness, wellbeing days, and webinars

Our Commitment To You

We’re proud of our diverse and inclusive environment and are committed to equality of opportunity. All applicants will be treated fairly and in accordance with the law regardless of gender, race, religion or belief, age, disability, or sexual orientation. If adjustments are needed in the recruitment process, please let us know.

Data Protection

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Seniority level

• Not Applicable

Employment type

• Full-time

Job function

• Sales and Business Development
• Industries: Software Development