About UsSophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through the Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at .
The Senior Manager Channel Sales will manage and develop the Spanish Channel and Distribution Team. The main duty is to build and grow the Sophos Business with Regional Partners / Key Partners in Spain. This includes implementing the sales strategy and priorities with the Channel team team, develop channel business, drive growth as well as representing Sophos on key industry events. Success will be measured by the overall performance and quota achievement of the Channel and Distribution team as well as team member performance and satisfaction.What You Will DoAchieve bookings quota to achieve company goalsMentor and manage a team in Spain (CAE, CAM, DAMs and SMB reps) to individual & collective successDevelop and execute quarterly and annual plans; including GTM strategies, team development – ensure these are widely communicate in and outside of the teamProvide accurate forecasting back to business for SMB segment & specific channel led dealsTarget and recruit new partners to extend Sophos market reach and increase growthFeedback to EMEA / Global key customer and partner requirements to ensure we meet their requirementsDevelop the key partners handled by the CAEs to the next levelDevelop clear distribution strategy with EMEA peers to drive unmanaged partner performance.Increase Channel knowledge by regular training, workshops, webinarsPromote New topics / growth enabler like MSP and Cloud – new routes to market
Ensure tight management of partner programme requirements through the Channel team by:100% program adherence – revenues and certification, renewals, active business plans etc.Partner revenuesunderstand what the partner´s business and customer set isWhat You Will Bring3 years+ team leadership experience5 years+ 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 partnersExperience in working with partner, customer and internal C- level executive contactsExperience in Sales Operations / process optimisationWorking in a commercial IT environmentChannel Sales experienceAggressive “can-do” nature that enjoys overcoming objections and challenges.Excellent organizational skills with ability to manage and prioritize multiple tasks.This position will require travel.Reports to VP, Channel Sales with strong dotted line to Regional Sales Leadership.
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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. 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
Our Commitment To YouWe’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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