Inside Sales - Commercial Account Manager (m/f/d)

Role Summary

With a focus on Commericial Accounts, 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 opportunites and requests and expand their customer base

Regularely interact with internal Channel Teams to plan, work and discuss Pipeline

Consistently articulate Sophos’ value proposition to customers in order to maintain and expand Sophos’ business within assigned customer accounts

Work on Sophos generated Leads & Opportunities meeting internal SLAs

Proactivley engage Sales Engineers & other stakeholders in appropiate 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 quarters ahead meeting internal SLAs

Participation at 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