Role Summary
The Senior Manager Channel Sales National-Team is responsible for driving sustainable growth, transformation, and execution excellence for the German National-Team and across the Named-Partner setups in Austria and Switzerland (7 employees).
The role leads a geographically and culturally diverse CAE team, with full accountability for:
- Revenue growth (new + renewals + expansion)
- Partner transformation towards recurring revenue and platform-based selling
- Consistent execution of the regional go-to-market strategy
Success is measured by quota achievement, but also by the ability to evolve the national partners in Germany and named partner setups in Austria & Switzerland, increase recurring revenue, and build a high-performing, aligned team across different markets.
What You Will Do:
Lead the team through necessary and contemporary changes related to the company’s strategic goal to be a next-generation cybersecurity leader
Drive the transformation of the partner ecosystem from transactional business to recurring revenue-driven models
Recruit, mentor, and manage a team of CAEs in the allocated accounts & regions
Execute channel sales and go-to-market strategies in alignment with regional and global priorities
Drive close team work with direct-touch teams in segments
Identify market opportunities, growth areas and partner potential in the assigned setups
Analyse, evaluate and interpret business performance based on data and key metrics; identify performance gaps and derive clear, actionable insights and priorities to drive growth
Achieve bookings quota across new business, renewals and expansion to meet company goals
Provide accurate forecasting and ensure pipeline quality, transparency and execution discipline
Develop key partners to the next level, focusing on recurring revenue, services capabilities and platform adoption
Lead business transformation initiatives (e.g. migration to next-generation and service-based offerings)
Structure and evolve the channel based on partner maturity, segmentation and growth potential
Use and understand key metrics: renewal rate, ARR, white space, pipeline coverage, partner performance
Increase channel capability and knowledge through regular training, workshops and enablement programes
Drive growth topics and new routes to market such as platform business, cloud and recurring revenue models
Ensure tight management of partner programme requirements through the CAE Team: Ensure high level of programme adherence (revenues, certification, renewals, active business plans), drive partner performance and revenue contribution, understand the partner’s business model, customer base and growth potential
What You Will Bring:
Several years team leadership experience
Working experience in 2-tier channel business, knows how this works, able to operate all tools in the background: Partner Portal, Partner Contracts, On boarding of partners, business plans for partners
Experience in working with partner, customer and internal C- level executive contacts
Experience in Sales Operations / process optimisation
Working in a commercial IT environment
Channel Sales experience
Outstanding “can-do” nature that enjoys overcoming objections and challenges.
Excellent organizational skills with ability to manage and prioritize multiple tasks.
Excellent leadership skills
Excellent communication and presentation skills, both written and verbal
Understanding of sales and order process
Understanding of software license and hardware products
Financial Acumen, Ability to understand & forecast recurring revenue model (added)
Knowledge of Salesforce, PowerBI
Willingness to travel in Region
Fluent in German and English
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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.
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