Inside Channel Account Manager_iCAM

About Us
Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.
 
Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.
 
Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary
Sophos is undergoing strong growth and partners are at the core of everything we do.  We are looking for a dynamic, engaging and channel driven sales representative to join our Sophos Channel sales team.  As Channel Account manager your role is to engage with the existing distributors, partners to Sophos and show them how we can add to their customer value propositions in meaningful and profitable ways. You will be responsible for growing Sophos customers through renewal of existing licenses, upgrading and cross-selling and management of high volume and high transaction business through our channel partners.  You will work closely with our distributors’, partners, presales team and the wider Sophos sales team, who have goals aligned to yours.

What You Will Do
Looking after Australia Territories as a Inside Channel Sales Manager Be proficient in at selling and building relationships remotely using video, calls and emails Work independently and collaboratively within the ANZ time zones Manage a high volume of sales, partners and customers opportunities Achieve bookings quota in the assigned territory Provide accurate forecasting and activity relating to opportunities through salesforce.com Co-sell in assigned territory with partners, using existing internal resources e.g. pre-sales Develop and share territory plans, manage customer and partner relationships, execute on plan and measure success Manage deal registrations and new partner applications for assigned territory Consistently articulate Sophos’ value proposition to partners to develop cross sell and upgrade opportunities for Sophos and the partner. Communicate to ensure your partners remain up to date on all necessary promotions, programs, marketing, training and certifications Cultivate strong consultative relationships with key individuals at your best developing partners Maintain a solid understanding of business factors that are a priority to your partners and customers. (pain points, investment areas, profitability factors, etc) Identify education needs and facilitates continuous education of partners & customers Support distribution and sales teams around day to day tasks such as quoting or query resolution Manage a high volume of communication with partners and customers daily over the phone and email Be able to run webinar demonstrations on Sophos partner tools and Central Present to a high standard on Sophos GTM and value proposition

What You Will Bring
Channel or Sales experience within the Australia markets 5+ years Channel and or customer business development experience 5+ years IT industry selling vendor technologies Experience with high volume Small to Medium sales Experience with remote/inside sales

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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. 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
 
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