Account Executive, Customer, New Logo
Trimble Inc.
Senior Channel Account Executive
Sophos
full-time
Posted on:
Location Type: Remote
Location: Remote • Texas • 🇺🇸 United States
Visit company websiteSalary
💰 $113,400 - $189,000 per year
Job Level
Senior
Tech Stack
Cyber Security
About the role
- Partner Relationship Management: Building and maintaining strong, strategic relationships with high-value partners.
- Business Planning: Collaborating with partners to develop joint business plans that outline clear objectives, sales targets, and growth strategies.
- Pipeline Development: Proactively identifying opportunities within the partner’s pipeline and providing guidance to ensure successful deal closure, ensuring that both new business and renewals are effectively pursued.
- Revenue Growth: Driving the acquisition of new customers and the expansion of existing accounts through cross-sell and up-sell opportunities.
- Performance Metrics and KPIs: Setting clear, data-backed KPIs (Key Performance Indicators) for partners, tracking their progress toward these goals, and using this data to drive performance reviews, provide actionable feedback, and adjust partner-specific business plans as necessary.
- Sales Enablement: Providing partners with the necessary tools, training, and support to succeed in selling Sophos products and services.
- Market Intelligence: Staying informed about market trends, customer needs, and competitor activities to ensure Sophos and its partners stay competitive.
- Reporting and Forecasting: Regularly tracking performance against targets and reporting outcomes to management, while adjusting strategies as needed.
- Performance Management: Regularly assessing partner performance, providing constructive feedback, and implementing corrective actions or additional support where necessary to meet business goals.
- Marketing Collaboration: Working closely with the partner’s marketing teams to develop and execute joint marketing campaigns, promotions, and events that drive customer awareness and demand for Sophos solutions.
- Cross-Functional Collaboration: Working alongside internal teams such as sales, marketing, product management, and support to ensure alignment and support for partner-driven initiatives.
Requirements
- Strong relationship-building skills to align Sophos solutions with partner goals.
- Expertise in influencing, negotiating, and managing partner accounts for mutual success.
- Deep B2B sales knowledge, including new business generation and cross-selling.
- Proven ability to set and achieve sales targets through strategic account management.
- Skilled in long-term business planning with a focus on sustainable, profitable growth.
- Proficient in analyzing sales data, market trends, and performance metrics.
- CRM and BI tool expertise (e.g., Salesforce) for tracking, forecasting, and optimization.
- Excellent communication and presentation skills for internal and external stakeholders.
- Strong organizational skills to manage multiple accounts, pipelines, and deadlines.
- Experience handling partner conflicts and aligning cross-functional teams for success.
- Deep cybersecurity industry knowledge and ability to adapt to market shifts.
- Persistence, flexibility, and willingness to travel (~50% or more).
Benefits
- Sophos operates a remote-first working model, making remote work the primary option for most employees.
- 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
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
B2B salesaccount managementbusiness planningsales data analysisperformance metricssales forecastingcross-sellingup-sellingpipeline developmentpartner performance management
Soft skills
relationship-buildinginfluencingnegotiatingcommunicationpresentationorganizationalconflict resolutioncollaborationflexibilitypersistence
