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Territory Account Executive - Public Sector (m/f/d)
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Role Summary
The Territory Account Executive is responsible for generating profitable revenue from sales to customers within the public sector area in Germany, by selling with and through channel partners, primarily over the phone.
What You Will Do:
- Support channel sales activities in assigned territory (level of involvement may vary based on partner type)
- Work with partners to drive renewals within the defined sector. Ensure successful customer retention for both number of accounts and revenue
- Prioritize and support partner-generated opportunities
- Manage all opportunities in the assigned sector to increase deal size and accelerate the buying process
- Engage end customer, as necessary, to drive up deal value and close rates
- Log all activity to maintain accuracy of CRM/PRM and forecasting systems
- Maintain a detailed understanding of customer’s business (pain points, priorities, business drivers, etc.) to appropriately align specific solutions to customer’s needs
- Work with partners to consistently articulate Sophos’ value proposition to customer in order to maintain and expand Sophos’ business within assigned customer accounts
- Quoting of all non-NFR related inquiries of partners in assigned territory
- Responsible for forecasting monthly/quarterly business
- Attend partner sites to generate new business opportunities
- Substitution of colleagues within the sales team during holidays, illness and transition time
What You Will Bring:
First years working experience in a sales environment
Experience in selling IT solutions
Proven track record of achieving and exceeding territory sales quotas
Familiarity with CRM/PRM and forecasting systems
Knowledge of territory characteristics and business environment
Knowledge of software channel ecosystems
Strong Negotiation skills
Strong Presentation skills
Strong Communication and Interpersonal skills
Excellent telephone selling skills
Ability to thrive in a team selling environment
Fluent German language skills (written and spoken)
Ready to apply?
Apply to Sophos
Role Summary
As a Senior Enterprise New Logo Hunter at SOPHOS, you play a critical role in accelerating net-new customer acquisition in the enterprise segment. Operating as an Overlay function, you focus exclusively on identifying, qualifying, and progressing new logo opportunities, working in close alignment with Enterprise Account Executives (EAEs), Sales Engineering, and Partners. Your mission is to create high-quality pipeline, open doors in complex enterprise environments, and drive SOPHOS’ expansion into new strategic accounts.
What You Will Do:
Own the identification, development, and qualification of new enterprise customer opportunities (New Logo focus).
Proactively target named and white-space accounts through structured outbound activities, executive engagement, and partner collaboration.
Act as a front-end sales specialist, driving early-stage opportunity creation until handover to the Enterprise Account Executive for full deal execution.
Work hand-in-hand with Enterprise Account Executives, ensuring clear role separation, aligned account strategies, and seamless customer experience.
Build and maintain strong relationships with C-level and senior decision-makers in prospective enterprise customers.
Orchestrate discovery conversations to understand business challenges, security posture, and strategic priorities of new prospects.
Position SOPHOS’ value proposition convincingly in competitive and complex enterprise environments.
Leverage partners, marketing initiatives, events, and campaigns to accelerate new logo pipeline generation.
Apply and reinforce the SOPHOS Sales Methodology (MEDDPICC) consistently in the qualification phase.
Ensure accurate and timely documentation of all activities and opportunities in Salesforce (CRM).
Provide structured handover of qualified opportunities to Enterprise Account Executives.
Continuously gather market and competitor insights to support go-to-market strategy.
What You Will Bring:
Fluent German and English skills, both written and spoken, are mandatory.
Proven success in enterprise new business development or hunting roles.
Strong understanding of complex enterprise sales cycles.
Excellent communication, discovery, and executive engagement skills.
High level of self-motivation and resilience.
Ability to collaborate effectively in a matrix organization.
Experience with Salesforce (CRM) and structured pipeline management.
Cybersecurity or enterprise software sales experience preferred.
Willingness to travel extensively for enterprise prospecting and customer engagement.
Ready to apply?
Apply to Sophos
Role Summary
What You Will Do:
Develop relationships at all levels across the partner to drive revenue growth and profitability; particularly for MSP and Managed Detection and Response (MDR).
Gain a detailed understanding of the partners business, investment areas, and profitability factors to positively influence the joint business plan, that drives incremental opportunities to deliver outstanding growth for the partner and Sophos.
Strong analytical skills, and demonstrated ability to turn detailed data analysis into useful strategic insight in order to drive customer adoption and make appropriate recommendations to the business - Establish ways to measure and track metrics related to adoption of our solutions and to make improvements to the approach based on those measurements
Enable partners to take full advantage of Sophos’ comprehensive solution and services portfolio to improve their customer’s security protection and response.
Directly support partners to qualify and close complex customer deals, engaging wider sales and sales engineer teams where required to gather insights and ensure accurate business forecasting.
Own and manage the frequent joint business review and planning process between Partners and Sophos decision makers, incl. clearly defined KPI’s and SMART goals with agreed outcomes.
Collaborate to develop marketing plans with partners to drive incremental sales pipeline ensuring high return on investment from activities like lead gen campaigns and events.
Coordinate the involvement of Sophos staff, including product management, sales, SE, marketing, support, services and management resources to meet partner performance objectives and partner expectations.
Drive high renewal rates by ensuring partners focus on their renewals and build an engagement plan to align Sophos and Partner teams, identify new business and cross sell opportunities.
Motivate, educate and ensure Partner sales and technical staff are go-to-market ready, provide access to certification and training materials and develop an enablement plan.
What You Will Bring:
In depth experience of MSP Partner Management in Central and Eastern Europe -
Working experience of developing business plans and service offerings with MSPs
Understand RMM/PSA platforms and integrating commercial models
Ability to think strategically and long-term, takes ownership and has business leadership to meet the needs of a dynamic Partnership
Develop and execute on a joint Partner business plan that drives our mutual business in line with Sophos short and long term aspirations.
Track record of exceeding expectations in a team focused, quota carrying role, consistently exceeds quota and key performance metrics
Proven track record of Building and fostering key C-level/Exec relationships, internally and within Strategic Partners and is comfortable interacting at all levels of the organization
Proven track record of achieving and exceeding territory partner sales quotas and a proven record in Partner Driven Net New and Customer New business sales
Engages easily and uses effective questioning and active listening to gather relevant information.
Focuses on understanding desired outcomes and showing value for Sophos, partners, and customers
Demonstrated earning trust with internal stakeholders and drives for results through others, excellent verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations
Facilitates strong business partnerships to secure buy-in to plans to move Sophos and Partners towards desired goals.
Understanding of the target market and its dynamics - Extensive sales experience across all customer sizes and sectors Small, Mid, Enterprise and Public Sector
Ready to apply?
Apply to Sophos
Role Summary
This role is for individuals with real cybersecurity experience who understand the pressures faced by security teams and the challenges businesses encounter in strengthening their defences. If you've worked in a cybersecurity team, led advisory engagements through a managed service provider, or helped organisations tackle security challenges, this is your chance to apply that expertise on a larger scale.
As a CISO Advantage Field Specialist, you'll be the key expert for MSP partners seeking genuine knowledge. Instead of relying on slides, you'll leverage your deep understanding of advancing cyber maturity and transformation. Your role includes assisting partners in integrating CISO Advantage into their offerings, empowering their teams to deliver effective security services.
We seek proactive individuals who thrive at the intersection of technology, people, and business outcomes. If you're excited about helping underserved businesses manage their security risks using leader-edge technology, data and AI as real tools, this role was made for you.
What You Will Do (Duties and Responsibilities)
Product Feedback & Market Intelligence
MSP Partner Enablement
End-User Adoption & Training Support
Cross-Function Collaboration
What You Will Bring (Experience and Qualifications)
Knowledge & Skills
Ready to apply?
Apply to Sophos
Role Summary
The Senior Channel Marketing Manager, owns and drives the channel marketing strategy for EMEA Central, with a strong focus on partner-led growth and Channel-Through initiatives. The role leads a high performing team and translates business and sales objectives into high-impact, measurable channel marketing programs that accelerate partner performance, strengthen the Sophos brand, and deliver revenue contribution.
This role combines people leadership, deep channel marketing expertise, and strong business acumen, working closely with sales leadership, EMEA and global marketing, and distribution partners in an international environment.
What You Will Do
Strategic Leadership & Business Impact
- Own and continuously evolve the channel marketing strategy for EMEA Central, aligned with Sophos’ regional and global business objectives.
- Translate commercial goals (pipeline, revenue, partner growth) into integrated marketing initiatives, campaigns, and programs across the partner ecosystem.
- Support GTM and billings targets for segments (commercial, MM and ENT) as well as for solution & product groups while driving right activities in two-tier channel
- Act as a strategic marketing partner to regional Sales Leaders, Channel Sales Managers, and Distribution leaders to identify growth opportunities and optimize routes to market.
- Influence business outcomes through data-driven marketing initiatives, promotions, incentives, and partner programs.
- Lead, mentor, and develop a high-performing channel marketing team.
- Foster a culture of accountability, collaboration, and continuous development within a cross-country and cross-cultural environment.
- Set clear priorities, assign projects, and ensure effective execution in line with global and regional marketing plans.
- Lead cross-functional and cross-regional projects with both EMEA and global marketing and sales stakeholders.
- Plan, execute, and optimize multi-channel partner marketing campaigns (email, web, webinars, newsletters, events, and Sophos standard marketing tools).
- Develop, agree, and implement joint marketing plans with key Sophos resellers and distribution partners across EMEA Central.
- Drive partner enablement, activation, and performance acceleration initiatives in close collaboration with sales and distribution teams.
- Strengthen the Sophos brand within the partner ecosystem, including media and external visibility.
- Act as a trusted advisor to channel partners and distributors in defining and optimizing their marketing strategies and plans
- Guide partners in selecting the most effective marketing initiatives based on market insights, best practices, and proven success models across EMEA Central
- Leverage regional scale and cross-partner experience to bring benchmarking, insight, and recommendations that individual partners cannot generate independently
- Own and manage regional marketing budgets, ensuring ROI-focused allocation and compliance with financial guidelines.
- Define KPIs, measure campaign performance, and continuously optimize based on insights and results.
- Report on overall channel marketing metrics to senior stakeholders for Quarterly Business Updates.
- Provide regular management reporting to the Senior Director Marketing EMEA Central, including status updates, performance analysis, and forward planning.
- Plan, manage, and represent Sophos at regional events, fairs, conferences, and partner meetings within EMEA Central.
- Develop and execute Sophos-led events for distributors, channel partners, alliance partners, and prospects.
Team Leadership & International Collaboration
Channel Marketing Excellence
Strategic Marketing Advisory to Partners
Budget, Measurement & Governance
Events & Partner Engagement
What You Will Bring
Essential
- 8+ years of experience in B2B marketing, with a strong focus on channel marketing.
- Proven success in developing and executing channel marketing strategies within complex, international partner ecosystems.
- Solid understanding of channel structures, go-to-market models, and indirect sales motions.
- Demonstrated experience leading and developing teams in an international environment.
- Strong stakeholder management skills across sales, marketing, and external partners.
- Fluent German; additional European languages are an advantage.
- Submit a team report regularly to the Senior Director Marketing EMEA Central reviewing status of activities and summarizing future activities
- Controlling of activities and budgets
Report & Measurement of activities:
Ready to apply?
Apply to Sophos
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