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

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.

• 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

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