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Channel Sales Engineer

Company: Sophos
Location: Dallas
Posted on: January 16, 2022

Job Description:

Role Summary
The Channel Sales Engineer will be responsible for supporting CAM/CAE in driving Regional Partner revenue growth, technically Develop, Train, Enable, and Manage strategic channel partners and will Work with Marketing & CAMs/CAEs to create strategic sales plays and programs that naturally fit into our Partner's sales motions.

What You Will Do
Be Demo and POC ready on all products and Synchronized Security, establish plan for territory gaps & technical certs
Assist Partner technical sellers in their technical sales cycles, and achieve technical wins
Drive the sales opportunity by providing technical leadership and orchestrating internal and external resources
Audible ready on top 5 deals for owned by top regional partners
Track & document channel partner's technical capabilities and identify gaps
Provide training, content, and solutions to address these gaps.
Effectively manage the volume technical needs of Partners by developing and delivering a programmatic, predictable, and scalable technical business model that drives growth
Think and position solutions through a Sales Lens
Influence Partner AMs & SEs to sell Sophos over completion through creative events, programs, incentives, and great sales support
Manage relationships with Partner Technical Leaders
Facilitate and escalate support cases, professional services engagements, and rapid response assistance etc. where appropriate
Support partner technical sellers on Demos, POCs, call campaigns, & consulting engagements
Help administer Partner Program Requirements, Evaluation & NFR software & licensing, and Partner Portal use
Know strengths and weaknesses of the top competitors for primary Sophos products
Visible participation on team calls and collaboration platforms (Teams, email, Zoom)
Become technically established and agree to territory and partner expectations and go to market strategies
Weekly Team Meetings with SEs and extended teams
Drive regular communication with team and to channel partners

What You Will Bring
Be available online, email responses within 2 hours in office, same day when traveling
Take ownership of Schedule and Control calendar (follow up time, lab time, etc), correct mix of partner vs end user, responsible for SE coverage, and onsite visits
Update and make sure you have System access to Salesforce, Concur, o365, ACTS, Support, MSDN, and all Sophos Portals
Communication Importance with Team in all Sophos platforms Skype, Teams, Email, Text, Phone, Team/Management Shared Calendar
Properly document all real-time sales engineer related sales activities (including SFDC technical win/loss data)
Educate CAMs/CAEs of new features, high level product training, technical qualification
Side projects, marketing participation, third party certifications and education
Engage in continued learning and personal development (Sophskills are mandatory)
Maintain ongoing knowledge of industry, territory, target accounts, top/target partners and competitive landscape
Share best practices regarding tools, sales techniques and management with team members
Participate in all enablement activities including stand & delivers

Keywords: Sophos, Dallas , Channel Sales Engineer, Sales , Dallas, Texas

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