Inside Sales - Commercial Account Manager (m/f/d)
Role Summary
With a focus on Commericial Accounts (Company size: 1-100 employees), you will be the Sophos Sales representative in an assigned territory in Switzerland working from 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.
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
Good knowledge of Sales Processes including acquisition, development and retention
Preferably experience in selling IT solutions through channel partners
Previous use of CRM / Forecasting system
Fluent in German and English verbal / written (C1 Level)
Technical minded
Strong structured working method
Strong communication skills - verbal and written
Strong time management and organisational skills
Ability to thrive in a team selling Environment
Strong skills in flexibility, proactivity and self-motivation approach