Team Lead - Inside Sales Channel (m/w/d)

About Us

Sophos is a worldwide leader and innovator of advanced cybersecurity solutions, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies that help organizations defeat cyberattacks. As one of the largest pure-play cybersecurity providers, Sophos defends more than 500,000 organizations and more than 100 million users globally from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through its cloud-based 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, turnkey 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 www.sophos.com. 

Role Summary 

The role is responsible to lead and develop a team of (Inside) Account Managers in an assigned Territory or for assigned Partners. Contribute to the overall sales strategy. Leading the team to effectively work with Sophos channel-partners in order to develop the business in line with Sophos short- and long-term goals.

What You Will Do

• Working in close connection with the Director Channel Sales EMEA Central and Manager Channel Sales
• Achieve/exceed sales targets and KPI’s ensuring all members of the team achieve/exceed their individual targets 
• Proactively develop & lead initiatives to improve the team performance 
• Mentor and coach your team-members to develop their skills
• Support and deliver sales methodologies, e.g. BaseLine Selling, to your teams 
• Work with OKRs (Objectives and Key Results) as a method of goal setting 
• Ensure successful use of sales tools, esp. Salesforce and PowerBI. 
• Responsible for new starter “assimilation” 
• Address Sophos value proposition, regional and global strategy
• Provide weekly calls/meetings with the team as well as well as maintain constant communication with other relevant teams in order to establish a successful internal communication
• Support your team in daily work and activities when needed 
• Analyse Team performance based on Management key metrics (e.g. revenue, % un-renewed rate, pipeline, won/loss, product growth etc…) 
• Deliver quarterly business reviews to the Management 
• Contribute in optimizing/re-structuring internal processes 
• Contribute in creating individual reportings 
• Attend partner- and/or Sophos organised events where necessary 
• Substitution of colleagues during holidays, illness and transition time 

What You Will Bring

• Several years work experience in a similar role 
• Track record of successfully leading sales teams selling through partners and distributors 
• Experience in managing a sales team on-site/virtually, (responsibility for recruiting, training and performance management) 
• Knowledge of IT-channel 2-tier sales model 
• Excellent communication-skills
• Understanding of globally-acting organisations and its dynamics 
• Fluent in German and English 

#M2

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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 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. 

Data Protection

If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos’ data protection practices, please contact [email protected].