Senior Channel Account Executive, MSP, Italy - Italia - Sophos

Descrizione

Role Summary

The MSP CAE will be responsible for recruiting and onboarding Managed Service Providers (MSP) to promote and sell the complete Sophos Central and XG Firewall product offerings throughout territory. The CAE will partner with Sales, Channel, Business Operations, and other members of the Marketing organization to become part of a core team that will drive the growth of new business and help retain and grow top service providers.

Success will be measured by the overall health and hygiene of the MSP business, productivity of active MSP partners and the associated revenue from the sale of Sophos products and solutions through the MSPs to their respective end-user customer base.

• Achieve bookings quota through MSPs in the assigned territory to achieve company goals.
• Provide accurate forecasting of MSPs revenue through .
• Recruit net new MSPs through conference participation, interaction with distribution and other means.
• Onboard and enable MSPs to ensure partner success in selling and supporting all Sophos solutions.
• Interact with MSPs to manage through issues with a high degree of professionalism and attentiveness.
• Negotiate and manage contracts, where applicable .
• Train and educate the MSP partners on all Sophos offerings.
• Train and educate Sophos sales employees on the MSP business, and how to sell and support MSPs.
• Communication with stakeholders in global MSP team, business unit, local marketing, and sales organization to make price book and quote guideline.
• To maintain SFDC in terms of pricing and partners and publish it for sales organization with detail inspection to keep consistency of price information across various data sources.
• To develop the documents required in sales process.
• To be a knowledge base of pricing and licensing structure of whole Sophos MSP products and to answer to questions from salespersons about them.
• Persistent communication with stakeholders in relevant departments to collect appropriate information.
• Successful enablement of sales within Sophos and MSP community.
• Develop and drive marketing campaigns and promotions in conjunction with local Marketing team.

• 5+ years MSP & Channel Sales experience
• Solid expertise 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.
• Telco/marketplace experience a plus.
• Understanding of sales and order process.
• Understanding of software license and hardware products.
• Financial Acumen, Ability to understand & forecast recurring revenue model.
• Adept at account management and business partner techniques with strong interpersonal, active listening, discovery, and qualification skills.
• Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage.
• Excels at engaging partner personnel across all levels and functions, builds multifaceted relationships.
• Excellent organizational skills and ability to prioritize and manage multiple tasks at once.
• Excellent communication and presentation skills, both written and verbal in English and Italian.