Petaling Jaya, Malaysia OfficeSales**Job Requisition Number**:APSLS216**Role Summary**A heavily proactive role working within a Channel team that needs to grow its business byrecruiting, qualifying and on-boarding of new partners to drive net-new and cross-sell revenue.**What You Will Do**:- Proactively identify, qualify, recruit and on-board named partners through various methods and work with them specifically to grow their business and Sophos mindshare- Maintain and develop existing platinum partners and work with them to grow their business- Follow up leads and partner data proactively to maximise new business potential- Drive all partners to grow their Sophos business through efficient renewal and aggressive new business acquisition.- Engage with all Sophos internal resource to ensure that partners are 'enabled' to sell Sophos products and support their customers- Negotiate with (and through) partners in competitive situations in order to ensure that Sophos is the preferred vendor- Provide information, arrange training and coach Partners to ensure that they are trained to use Sophos systems and tools (Partner Portal etc)- Identify and classify all partners within the CRM system to allow targeted marketing communications- Ensure the partners existing customers renew on time and work with the partner to put campaigns in place to drive additional sales of product into their customer base- Drive a high renewal rate through the partner's customers through ensuring partners focus on their renewals and identify cross-sell opportunities within larger renewals, contacting the customer directly where necessary- Identify and utilise all relevant internal Sophos resources, escalating where necessary and managing the communication process ensuring the partner is kept informed- Adherence to CRM (Salesforce), business systems and activity management standards, ensuring all activity is logged and accurately updated- Develop and maintain detailed knowledge of Sophos products, services and also that of Sophos competitors to a high standard.- Drive partners to develop new business and work with partners to cover customers- Works with partners to meet individual and country target**What You Will Bring***Essential**:- At least 10 years experience in the IT industry relevant to cybersecurity, infrastructure and networking- Proven sales record with both enterprise and mid market customers- Proven channels experience from distributors and partners**Desirable**- Preferably from a vendor environment**What's Great About Sophos?**- Our people are what makes Sophos special - we demonstrate shared vision, talent, innovation, and creativity, all of which are accompanied by a great sense of fun and team spirit.- Employee-led diversity and inclusion groups that build community within Sophos and provide internal education and advocacy (eg. Sophos Women in Tech group to improve gender parity, encourage gender-balanced leadership, and support career progression at Sophos)- Sophos Environment Network and employee challenges to contribute to sustainability and reduce our environmental footprint- Annual commitment to charity and fundraising across our global sites and volunteer days for employees to give back to local communities- Global trivia competitions to keep our minds sharp- Global Mental Health days off work for all Sophos to help employees relax and recharge- Monthly employee wellbeing webinars and training to support employee health and wellbeing- Employee rewards and thanks, such as our free annual subscription to Calm**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, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.**Data Protection**At Sophos, we want every organization to be protected by innovative, next-generation IT security, even those who don't have a huge IT staff. We protect organizations of all sizes, all around the world by making enterprise-grade security that is simple to deploy, manage, and use. It is our passion, and something we are truly proud of.
