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Director Channel Sales

Madrid, Spain | Sophos

  • Industry:
    Computer and Network Security
  • Position Type:
  • Functions:
    General Management
    Sales
  • Experience:
Job Description:
94 people have viewed this job

As Channel Director you will have to lead and manage the Channel Sales team in Spain to (over-) achieve sales targets, grow business opportunity, placing Sophos products through the Channel Structure.

Main Duties

Development of a clear channel sales strategy for the region to enhance and extend both the product and service reputation of the company for the product lines Endpoint, E-mail security, Unified Endpoint Management, Wifi, Network Security and Data Protection

Establish and improve a sustainable high-quality base of selected partners and distributors and ensure that the partners deliver the agreed contribution to new business and (over-) achieving the regional sales targets 

Understand the market opportunity for sales of Sophos Group products through a wide range of resellers, VARs, integrators, distributors and Managed Service Providers (MSP´s)

Drive channel sales to match or exceed assigned objectives, monitoring timely delivery of quantitative targets, identifying improvement opportunities in the approach and updating the strategy accordingly.

Contribute to the sales & marketing strategy of the region and discuss with the RD on a weekly/monthly basis, translating the agreed strategy into clear tactical aims for teams and individuals in teams.

Provide regular forecasts and reporting of the projected business performance, annually to set targets, quarterly to measure progress and monthly for tactical measurement and adjustment.

Engage in the complex customer / partner interactions and high impact sales activities, supporting the teamleads and Account Managers in securing business, escalating of issues and resolving any conflicts.

Assess the existing resources and within agreed parameters on headcount and budget, develop and structure a top calibre team and implement effective processes and discipline.

Work with the other groups across the sales and marketing organisation to ensure optimal cross-team working to achieve business objectives and share best practice 

Provide feedback and input to the Product Management received from customers and partners to help shape the product roadmap and product development needs

In line with business requirements hire high calibre people into the team improving the talent pipeline

Advance the integration of acquisitions by implementing new products to the Channel structure

Develop training plans and staff development activity in conjunction with HR, increasing skills and knowledge of key staff, increasing the productivity of team members, improving business performance and improving skills across the business

Ensure that the organisational structure reflects the strategic setup of the business and implement respective changes

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.

Understand who the key performers are and that action is taken to recognise and reward their performance, proactively support managers in addressing poor performance

Ensure that formal staff performance reviews for all team members are conducted on a biannual basis with supplementary reviews, including the talent audits, as required (including direct and indirect reports).

Ensure the appropriate mixture of skills and seniority of staff – minimising single points of failure.

Ensure that decisions on the annual salary review process are consistent between individuals and teams.

Build a strong team spirit and maintain morale f.e. by ensure timely and relevant information sharing to team

Perceive, address and resolve potential dissatisfaction / conflicts of individuals, the team or with other departments

Defining the strategic direction and projects for the team, agree priorities and assign projects to employees and – evaluate and use employees talents by matching (where possible) assignments to skills/desires of employee 

Identify the future needs of the department, both technical and non-technical and ensure that individuals receive the development, coaching and support they need

Manage the selection of new candidates to ensure the team is staffed appropriately against agreed selection criteria/specification and ensure that new hires are effective in their roles as quickly as possible.

Skills and Experience

Graduate, or equivalent level of qualification in IT or Engineering

Delivering both new and renewal business and market growth in a market, in the software sector at a senior level

Strong sales track record at a number of levels, including in an operational sales role 

A consistent track record as a senior manager of driving a team to meet or exceed sales targets and maintaining market share, in an indirect sales operation

Influencing senior customer and partner decision makers within large complex organisations

managing an accurate forecasting process

Experience in developing, running and optimising sales management processes that drive sales teams towards multi faceted business objectives

Experience in using standard sales techniques, i.e. Miller-Heiman or Target Account Selling 

Development of a strong team spirit and culture

Ability to build and lead a team, establishing and exceeding objectives

Ability to manage a business volume > 10 Mio EUR

Ability to address critical issues and to perceive and resolve conflicts in a fair way

Ability to give and encourage constructive feedback 

Ability to set the strategic direction for the unit/team

Ability to implement standard sales techniques, i.e. Miller-Heiman or Target Account Selling

Ability to analyse data, forecasts and drawing conclusions

High level of presentation skills, including at CXO level 

Excellent written / verbal communication, also in English

Negotiation skills

Commercial awareness and business planning

Sharing best practice


 


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