内部渠道客户经理 iCAM（ANZ）
Inside Channel Account Manager iCAM (ANZ)
关于公司
Sophos 是一家网络安全领导者，通过人工智能驱动的平台和专家主导的服务，保护全球 600,000 家组织。Sophos 会根据组织在安全成熟度方面的不同阶段提供支持，并与之共同成长以应对网络攻击。其解决方案结合了机器学习、自动化和实时威胁情报，以及 Sophos X-Ops 的一线人类专家技能，提供先进的 24/7 威胁监控、检测和响应。
Sophos 提供行业领先的托管检测与响应（MDR）服务，以及全面的网络安全技术组合——包括端点、网络、电子邮件和云安全、扩展检测与响应（XDR）、身份威胁检测与响应（ITDR）和下一代 SIEM。结合专家咨询服务，这些能力帮助组织主动降低风险并加快响应速度，具备应对不断演变的威胁所需的可见性和可扩展性。
Sophos 通过一个全球合作伙伴生态系统进行市场推广，包括托管服务提供商（MSP）、托管安全服务提供商（MSSP）、经销商和分销商、市场集成以及网络安全风险合作伙伴，使组织在保障业务时能够灵活选择值得信赖的关系。Sophos 总部位于英国牛津。更多信息请访问 www.sophos.com。
职位概述
Sophos 正经历快速增长，合作伙伴是我们的核心。我们正在寻找一位充满活力、善于沟通且以渠道为导向的销售代表加入我们的 Sophos 渠道销售团队。作为渠道客户经理，您的职责是与现有的经销商和合作伙伴互动，向他们展示我们如何以有意义且盈利的方式增强他们的客户价值主张。您将负责通过现有许可证续订、升级和交叉销售，以及通过渠道合作伙伴管理高数量和高交易量的业务来增长 Sophos 客户。您将与我们的经销商、合作伙伴、售前团队以及更广泛的 Sophos 销售团队紧密合作，他们的目标与您一致。
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准备好加入我们了吗？
在 Sophos，我们认为多元化的观点能激发创新。研究表明，候选人有时会因为没有满足职位描述中的每一个条件而犹豫是否申请。我们挑战这种观念。您的独特经历和技能可能正是我们团队所需要的。不要让一份清单限制了您的机会。
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About Us
Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.
Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.
Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.
Role Summary
Sophos is undergoing strong growth and partners are at the core of everything we do. We are looking for a dynamic, engaging and channel driven sales representative to join our Sophos Channel sales team. As Channel Account manager your role is to engage with the existing distributors, partners to Sophos and show them how we can add to their customer value propositions in meaningful and profitable ways. You will be responsible for growing Sophos customers through renewal of existing licenses, upgrading and cross-selling and management of high volume and high transaction business through our channel partners. You will work closely with our distributors’, partners, presales team and the wider Sophos sales team, who have goals aligned to yours.
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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.
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. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos
What You Will Do
- Looking after Australia Territories as a Inside Channel Sales Manager
- Be proficient in at selling and building relationships remotely using video, calls and emails
- Work independently and collaboratively within the ANZ time zones
- Manage a high volume of sales, partners and customers opportunities
- Achieve bookings quota in the assigned territory
- Provide accurate forecasting and activity relating to opportunities through salesforce.com
- Co-sell in assigned territory with partners, using existing internal resources e.g. pre-sales
- Develop and share territory plans, manage customer and partner relationships, execute on plan and measure success
- Manage deal registrations and new partner applications for assigned territory
- Consistently articulate Sophos’ value proposition to partners to develop cross sell and upgrade opportunities for Sophos and the partner.
- Communicate to ensure your partners remain up to date on all necessary promotions, programs, marketing, training and certifications
- Cultivate strong consultative relationships with key individuals at your best developing partners
- Maintain a solid understanding of business factors that are a priority to your partners and customers. (pain points, investment areas, profitability factors, etc)
- Identify education needs and facilitates continuous education of partners & customers
- Support distribution and sales teams around day to day tasks such as quoting or query resolution
- Manage a high volume of communication with partners and customers daily over the phone and email
- Be able to run webinar demonstrations on Sophos partner tools and Central
- Present to a high standard on Sophos GTM and value proposition
What You Will Bring
- Channel or Sales experience within the Australia markets
- 5+ years Channel and or customer business development experience
- 5+ years IT industry selling vendor technologies
- Experience with high volume Small to Medium sales
- Experience with remote/inside sales