Inside Channel Account Manager

Madrid, Spain Office

Sales

**Job Requisition Number**:EMSLS311

**Role Summary**
As an Inside Channel Account Manager you will be in charge to develop strong and meaningful relationship with channel resellers, supporting them with sales enablement, training, product knowledge, marketing, up and cross selling opportunities. As the main point of contact, mainly over the phone/remotely, for assigned channel partners, your primary focus will be supporting them in pipeline growth and development, pro-actively challenging them to perform in the best possible way.
Our office is located in Madrid and it is expected that the person can reach it with relative ease.

**What You Will Do**
- Work within the Spanish perimeter in order to develop and manage the resellers that will be assigned, while bring onboard new ones, raising product awareness and market share growth of Sophos products;
- Develop and implement sales plans and initiatives, also in conjunction with Marketing, working effectively with channel partner network to maximize shared goals and opportunities to sell Sophos complete range of products and services;
- Organize enablement activities for Sophos resellers;
- Help channel partners in closing deals with end users customers, while improving support on customer retention and minimizing the % unrenewed deals;
- Provide onsite support on corporate fairs and partner events;
- Effectively articulate the requirements, expectations, and benefits of the Sophos Partner Program to partners;
- Partner with the internal team, as well as other functions (Product, Engineering, Sales Ops, Legal etc.), in developing winning value propositions and closing the deals;
- Prepare quotations for assigned resellers;
- Update sales database (Salesforce) with all relevant information to maintain accuracy on sales forecasting;
- Effectively use financial metrics to meet your overall goal accomplishment and forecast your pipeline activity;
- Contribute to improve the sales process and the development of best practices, providing qualitative and quantitative feedback to channel partners, marketing and the sales team;
- Develop appropriate knowledge on our solutions and those of our competitors.

**What You Will Bring**
- Experience in proposing technical products and services in the ICT field, knowledge of cybersecurity products and services is highly preferred;
- Previous experience in an indirect sales role, focused on development and management of the partner network to maximize shared goals and sales opportunities;
- Good working knowledge of indirect sales process, including onboarding, enablement, retention and partner care aspects;
- Strong telephone selling techniques;
- A proven sales track record within an inside sales role;
- Goal orientated with the ability to exceed targets and KPI’s;
- Excellent communication and negotiation skills with the ability to identify channel partners’ needs and pains and to underline the value of Sophos product line;
- Must be motivated, self-starter, and be able to deal with ambiguity and work in a fast pace environment;
- Able to work independently as well as part of a team;
- Knowledge of CRM tools, Salesforce knowledge is preferred;
- Fluent in Spanish and English.

**What’s Great About Sophos?**
- Our people are what makes Sophos special - we demonstrate shared vision, talent, innovation, and creativity, all of which are accompanied by a great sense of fun and team spirit.
- Employee-led diversity and inclusion groups that build community within Sophos and provide internal education and advocacy (eg. Sophos Women in Tech group to improve gender parity, encourage gender-balanced leadership, and support career progression at Sophos)
- Sophos Environment Network and employee challenges to contribute to sustainability and reduce our environmental footprint
- Annual commitment to charity and fundraising across our global sites and volunteer days for employees to give back to local communities
- Global trivia competitions to keep our minds sharp
- Global Mental Health days off work for all Sophos to help employees relax and recharge
- Monthly employee wellbeing webinars and training to support employee health and wellbeing
- Employee rewards and thanks, such as our free annual subscription to Calm

**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 that 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 ma