The Channel Account Executive (CAE) plays a key role in driving growth by managing Sophos' high-growth, high-potential regional and national partners as part of the broader CDW team. The CAE is tasked with developing and executing strategic joint business plans with these partners to maximize revenue generation, specifically focusing on new logo acquisition and cross-sell opportunities. This position requires strong collaboration with partners, ensuring both sides work together to achieve mutual growth objectives.
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.
Ability to build and nurture long-term relationships with key partners, understanding their business models, and aligning Sophos solutions to their goals.
Skill in influencing partners, aligning their goals with Sophos objectives, and negotiating mutually beneficial agreements.
Deep understanding of the sales process, particularly in a B2B environment, and experience in generating new business and cross-selling/up-selling to existing clients.
Ability to set and achieve sales targets through the effective management of partner accounts and leveraging sales opportunities.
Capability to develop and execute long-term business plans, focusing on sustainable growth with a strong emphasis on profitability.
Strong ability to analyze sales data, performance metrics, and market trends to make informed, data-driven decisions.
Proficiency in using CRM systems (e.g., Salesforce) and Business Intelligence tools to track partner performance, forecast revenue, and analyze data to optimize strategies.
Excellent verbal and written communication skills to articulate complex ideas clearly to both internal teams and external partners.
Ability to deliver compelling presentations to partners, senior management, and internal stakeholders, effectively communicating strategies, goals, and outcomes.
Organizational skills to manage multiple partner accounts, sales pipelines, and concurrent initiatives effectively, ensuring deadlines and targets are met.
Expertise in managing a sales pipeline, identifying key opportunities, and providing accurate sales forecasts.
Ability to collaborate effectively with internal teams such as marketing, sales, product management, and support to align partner strategies with overall company objectives.
Strong ability to work across different functions and align partners with the right resources to ensure their success.
Capability to address challenges and obstacles faced by partners, offering solutions that align with both their needs and Sophos' objectives.
Ability to handle partner conflicts or disputes professionally and constructively, ensuring positive outcomes for both parties.
Deep understanding of the cybersecurity industry, market trends, and competitor landscape, with the ability to apply this knowledge to create effective partner strategies.
Ability to quickly adapt to changes in the market, sales strategies, or business priorities, while maintaining focus on long-term goals.
Persistence and determination to overcome challenges, handle setbacks, and continue driving success in a dynamic environment.
Ability to prioritize tasks effectively, balancing strategic planning with day-to-day partner management to achieve business goals efficiently.
Flexibility to travel at short notice, with overnight stays or longer trips depending on partner / territory needs; ~50% or greater.
In the United States, the base salary for this role ranges from $86,400 to $144,000. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.
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