Manager, Channel Sales Asean

5 months ago

Kuala Lumpur, Malaysia Sophos Full time

Responsible for generating profitable revenue through managing and supporting channel sales activities within the assigned region, including sales through partners, MSPs and distributors.

Lead a team of multi-disciplined Channel Sales staff to drive maximum revenue through providing support to our key partners for an assigned region (ASEAN)

Please note you need to be based in KL, Malaysia region for this role.

**What You Will Do - Channel Sales Management**:

- Conduct in depth regional business planning - on an operational as well as strategic level for key Partners and distributors
- Responsible for the channel partner and distribution rebate achievement for all assigned regional accounts and partners
- Conduct quarterly business reviews and manage key performance indicators with the Strategic and Growth, and Distribution partners
- Support and roll out Sophos channel program and sales activities
- Manage approval, set-up and launch of channel promotions
- Develop and maintain relationships across all departments within the channel partners
- Identify new business prospects, develop, and manage with the channel partners
- Work with sales, technical and marketing within the channel Partners to identify, develop new business and cross sell as well as ensuring a high renewals rate
- Represent Sophos at channel Partner and Distribution events and give presentation
- Develop and maintain relationships with key supporting functions (Customer Care, Licensing, Global Training, Orders, Sales Ops, Product Management, Pricing Operations, Channel Ops, Marketing, Support, Professional Services, Fulfillment, Sales Engineers) between Sophos and the Distributors
- Ensure optimum operational efficiencies between Sophos and Distributors
- Resolve conflicts arising with channel partners by negotiating between them and internal representatives
- Drive recruitment and enablement for all partner types
- Manage pipeline and revenue forecasting on a regional level

**What You Will Do - Management**:

- Manage group and individual performance and productivity. Regularly evaluate individual employee job performance through 1 on 1 meetings, providing constructive suggestions for improvement and rewarding accomplishments
- Responsible for the reporting staff sales achievement for all assigned regional accounts and partners, key performance indicators and ensuring business planning
- Understand who the key performers are, and that action is taken to recognize and reward their performance, proactively address poor performance
- Ensure that formal staff performance reviews for all team members are conducted on a biannual basis with supplementary reviews, including talent audits, as required
- Ensure the appropriate mixture of skills and seniority of staff - minimizing single points of failure
- Ensure that decisions on the annual salary review process are consistent between individuals
- Ensure timely and relevant information sharing to team
- Perceive, address and resolve potential dissatisfaction / conflicts of individuals, the team or with other departments
- Identify the future needs of the department, both technical and non-technical and ensure that individuals receive the development, coaching and support they need

**What Will You Bring?**:

- 5 to 8 years Channel Partner business development experience
- 5 to 8 years IT industry selling vendor technologies
- Experience with remote sales and resource management
- Proven results in a partner-oriented sales environment
- Proven track-record of exceeding monthly and quarterly quotas and performance targets across ASEAN
- People management experience in leading medium size teams in bringing the best out of team’s performance
- Readiness to do business trips as required
- Restricted holiday at month-, quarter
- and year-end and important events.
- Carrying a team quota

**What's Great About Sophos?**
- Our people - we innovate and create, all of which are accompanied by a great sense of fun and team spirit
- Employee-led diversity and inclusion networks that build community and provide education and advocacy
- Annual charity and fundraising initiatives and volunteer days for employees to support local communities
- Global employee sustainability initiatives to reduce our environmental footprint
- Global fitness and trivia competitions to keep our bodies and minds sharp
- Global wellbeing days for employees to relax and recharge
- Monthly wellbeing webinars and training to support employee health and wellbeing

**Our Commitment To You**
- We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants that can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, rel

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