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

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

• The Channel Account Manager will work with Sophos Local Partners, managing their accounts with Sophos through telephone and email contact, driving revenue and partner satisfaction.
• Candidates based in the Wiesbaden area will have a hybrid contract. If they live outside a commutable distance, the contract can be fully remote.

What You Will Do

• Provide Account Management to Sophos partners via the phone and email, ensuring that they receive an excellent service
• Profile Sophos partners and work with them specifically to grow their business and Sophos mindshare and promote new Sophos products
• Offer knowledgeable advice to a base of Sophos resellers
• Consistently articulate Sophos’ value proposition to Partners to maintain and expand Sophos’ business within Partner base
• Identify and classify local partners within the CRM system to allow targeted marketing communications
• Support channel planning process and forecasting for assigned Partners, in conjunction with Territory Account Managers Mid Market Team
• Provide fast response times to requests and queries
• Quoting of sales related inquiries in urgent matters
• Identify upsell and cross sell opportunities and work with your partners expand their business
• Develop and maintain detailed knowledge of Sophos products, services and also that of Sophos competitors
• Assist with partner education and training appropriate to your partner’s needs
• Enable partners to use Sophos Partner Portal
• Keep in contact with partner through regular calls and emails
• Profile the partner base to identify potential partners for the Regional Partner team
• Drive high renewal rates by ensuring partners focus on their renewals
• Adherence to CRM (Salesforce) ensuring all activity is logged and accurately updated
• Attend partner sites or Sophos organised events and occasionally present the Sophos value proposition live to strategic focus partners
• Substitution of colleagues within the sales team during holidays, illness and transition time

What You Will Bring

• First working experience in a sales or customer service Environment, ideally in IT/ Software Industry
• Strong Telephone Skills
• Previous use of CRM system and Excel
• Strong communication skills – verbal and written in German and English
• Ability to prioritise
• Ability to handle conflicts and escalations
• Strong Negotiation skills