Channel Account Executive - Melbourne Based

Role SummarySophos is undergoing strong growth and partners are at the core of everything we do.Your role is to engage with the existing partners of 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 the renewal of existing licenses, upgrading, cross-selling and new acquisitions. You will work closely with our presales team and the wider Sophos sales team, who have goals aligned with yours. Please note that this role is based in Melbourne and we are unable to sponsor any work visa at this time. What You Will DoFocusing on strong growth across SMB and Midmarket customers (Via Sophos Partners)Manage Pipeline with a view to close and sales campaigns to renew, upgrade and develop new logo opportunities.Co-sell in assigned territory with partners, using existing internal resources pre-salesFollow up leads and partner data proactively to maximise new business potentialSupport and roll out the Sophos channel program and sales activities Conduct quarterly business reviews and manage key performance indicators with the top partnersManage a high volume of communication with partners daily over the phone and emailBe able to run demonstrations on Sophos partner tools and Central Present to a high standard on Sophos GTM and value proposition Cultivate strong consultative relationships with key individuals at your best-developing partners Drive enablement for all managed partner types (Strategic, Growth, MSP)Maintain a solid understanding of business factors that are a priority to your partners and customers. (pain points, investment areas, profitability factors, etc)Build high-quality marketing plans for top partners with strong ROIWhat You Will BringMinimum 3-5 years of relevant customer sales (or Channel Sales) experience in IT-MarketDemonstrated ability to build and develop relationships with partners and customers at all levels Proven track record in achieving channel sales goalsStrong capability to manage multiple competing priorities and problem-solve effectively Strong communication skillsStrategic thinking and planning skills#LI-AB1#B1#LI-RemoteReady 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