Channel Account Executive

Contract Type: 
Job Function: 
Technology / Business Activity: 
Location / Zip Code: 
New York City New York, MA 10001
United States

Responsible for driving revenue thru partners in named territory and implementing and managing the channel strategy in territory.
Territory: NYC

Main Duties

  • Achieve bookings quota thru partners in the assigned territory
  • Accurately forecast revenue for the territory
  • Achieve company goals such as product targets in the assigned territory
  • Develop and execute a channel territory plan encompassing partners, recruitment strategy, and territory marketing.
  • Manage all channel partners in the assigned territory
  • Manage and lead resources for the territory including channel account manager, marketing, renewals specialist, public sector specialists, and sales development specialist
  • Identify and recruit top partners as necessary in territory
  • On-board and enable partners to ensure partner success in selling and supporting all Sophos solutions
  • Communicate and follow up to ensure top partners remain up to date on all necessary training and certifications
  • Co-market and co-sell with assigned territory partners
  • Conduct joint -business planning with top territory partners
  • Align Sophos resources to support partner sales activities
  • Cultivate strong consultative relationships with key individuals at top partners and act as single point of contact to ensure satisfaction of top partners
  • Log all activity to maintain accuracy of CRM/PRM and forecasting systems
  • Maintain a detailed understanding of top partners’ business (pain points, investment areas, profitability factors, etc.)
  • Consistently articulate Sophos’ value proposition to top partners and end users in territory
  • Willingness to travel, as required 

Experience And Skills

  • In depth experience of recruiting, onboarding and managing channel partners in a technology environment Experience selling security solutions
  • Experience selling thru partners to achieve quota 
  • Experience of developing business plans
  • Knowledge of security channel ecosystems in the territory Familiarity with Sophos solutions or similar competitive products
  • Familiarity with SFDC Knowledge of security industry, including competitors, market needs and trends
  • Broad business background, including knowledge of basic financial, marketing and selling concepts 
  • Strong Negotiation skills 
  • Strong Presentation skills 
  • Strong Communication and Interpersonal skills 
  • Ability to thrive in a team selling environment 
  • Secondary education 
  • Degree educated
  • Technical background 

In most cases, the compensation package includes:

  • Medical insurance
  • Dental insurance
  • Vision insurance
  • Life insurance
  • Long-term disability insurance
  • 401k plan
  • Vacation time
  • Gym membership compensation

Contact Employer

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