Role Summary
With a focus on Commercial Accounts (1-100 company size), you will be the Sophos Sales representative in an assigned territory in Germany. You will be responsible for generating business for Sophos with our partners, building and maintaining strong and sustainable relationships, managing customers and prospects in order to develop and maintain Sophos business and meet/exceed sales targets.
This hybrid role requires on-site attendance 1–2 days per week.
What You Will Do:
Achieve bookings quota & KPIs for all accounts in the assigned territory (size of company may vary before starting a new financial year)
Achieve new business and product targets
Manage the entire customer engagement process, from customer requests coming through channel partners to development and retention
Engage and enable joint selling with channel partners
Work closely with channel partners in order to work on their opportunities and requests and expand their customer base
Regularly interact with internal Channel Teams to plan, work, and discuss Pipeline
Consistently articulate Sophos’ value proposition to customers to maintain and expand Sophos’ business within assigned customer accounts
Work on Sophos-generated Leads & Opportunities meeting internal SLAs
Proactively engage Sales Engineers & other stakeholders in appropriate opportunities
Successfully implement our sales methodology ‘BaseLine Selling’ as well as MEDDPICC in your daily business calls with end customers & partners
Ensure Pipeline Management is accurate for the current and upcoming quarters ahead meeting internal SLAs
Participate in internal education and training programs
Maintain good knowledge of the IT security market & Competition
Analyse territory performance based on Management key metrics (e.g. activity planning, revenue, daily billings, pipeline, won/loss, product growth etc…)
Deliver quarterly business review to Management
Provide timely and accurate sales forecasts
Log all activity to maintain accuracy of CRM and forecasting systems & meet internal SLAs
Handling of administrative tasks e.g. Quoting, CRM data cleaning
Attend Sophos or Partner organised events
Willingness to travel and meet customers/Partners/Distributors on site when needed
Substitution of colleagues within the sales team during holidays, illness and transition times
What You Will Bring:
First Work experience in a similar sales role, preferably experience in selling IT solutions through channel partners
Good knowledge of Sales Processes including acquisition, development and retention
Previous use of CRM / Forecasting System
Fluent in English and German verbal / written
Strong structured working method
Strong communication skills – verbal and written
Strong Negotiation skills
Strong time management and organisational skills
Ability to thrive in a team selling Environment
Strong skills in flexibility, proactivity and self-motivation Approach
Teamworking
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What does remote mean at Sophos?
Sophos supports flexible ways of working, with many roles offered remotely and others working in a hybrid model. For remote roles, you may work remotely within the location specified in the job posting. Candidates must reside in and be authorized to work in that location. Our teams collaborate across locations and time zones, using technology to stay connected and deliver results.
Our Commitment To You
Sophos welcomes applicants with diverse experiences, perspectives, and backgrounds. We believe great ideas come from different ways of thinking, and we are committed to building a workplace where people can contribute, grow, and succeed.
We evaluate all candidates based on job-related skills, qualifications, and experience, and are committed to providing equal employment opportunities consistent with applicable laws and regulations.
If you require a reasonable accommodation during any stage of the recruitment process, please let your recruiter know. Any information shared will be used only to evaluate and provide the requested accommodation.