Senior Manager Channel Sales (m/f/d) National Team - with leadership responsibility

Role Summary

The Senior Manager Channel Sales National-Team is responsible for driving sustainable growth, transformation, and execution excellence for the German National-Team and across the Named-Partner setups in Austria and Switzerland (7 employees).

The role leads a geographically and culturally diverse CAE team, with full accountability for:

• Revenue growth (new + renewals + expansion)

• Partner transformation towards recurring revenue and platform-based selling

• Consistent execution of the regional go-to-market strategy

Success is measured by quota achievement, but also by the ability to evolve the national partners in Germany and named partner setups in Austria & Switzerland, increase recurring revenue, and build a high-performing, aligned team across different markets.

What You Will Do:

• Lead the team through necessary and contemporary changes related to the company’s strategic goal to be a next-generation cybersecurity leader

• Drive the transformation of the partner ecosystem from transactional business to recurring revenue-driven models

• Recruit, mentor, and manage a team of CAEs in the allocated accounts & regions

• Execute channel sales and go-to-market strategies in alignment with regional and global priorities

• Drive close team work with direct-touch teams in segments

• Identify market opportunities, growth areas and partner potential in the assigned setups

• Analyse, evaluate and interpret business performance based on data and key metrics; identify performance gaps and derive clear, actionable insights and priorities to drive growth

• Achieve bookings quota across new business, renewals and expansion to meet company goals

• Provide accurate forecasting and ensure pipeline quality, transparency and execution discipline

• Develop key partners to the next level, focusing on recurring revenue, services capabilities and platform adoption

• Lead business transformation initiatives (e.g. migration to next-generation and service-based offerings)

• Structure and evolve the channel based on partner maturity, segmentation and growth potential

• Use and understand key metrics: renewal rate, ARR, white space, pipeline coverage, partner performance

• Increase channel capability and knowledge through regular training, workshops and enablement programes

• Drive growth topics and new routes to market such as platform business, cloud and recurring revenue models

• Ensure tight management of partner programme requirements through the CAE Team: Ensure high level of programme adherence (revenues, certification, renewals, active business plans), drive partner performance and revenue contribution, understand the partner’s business model, customer base and growth potential

What You Will Bring:

• Several years team leadership experience

• Working 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 partners

• Experience in working with partner, customer and internal C- level executive contacts

• Experience in Sales Operations / process optimisation

• Working in a commercial IT environment

• Channel Sales experience

• Outstanding “can-do” nature that enjoys overcoming objections and challenges.

• Excellent organizational skills with ability to manage and prioritize multiple tasks.

• Excellent leadership skills

• Excellent communication and presentation skills, both written and verbal

• Understanding of sales and order process

• Understanding of software license and hardware products

• Financial Acumen, Ability to understand & forecast recurring revenue model (added)

• Knowledge of Salesforce, PowerBI

• Willingness to travel in Region

• Fluent in German and English

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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 contact hiring@sophos.com. Any information shared will be used only for the purpose of evaluating and providing the requested accommodation.