Commercial Account Manager (m/f/d)

About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.   Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.   Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary  With a focus on Commericial Accounts, you will be the Sophos Sales representative in an assigned territory in Switzerland working from Germany. You will be responsible for generating business for Sophos with our partners, building and maintaining strong and sustainable relationships, managing customers and prospects in order to develop and maintain Sophos business and meet / exceed sales targets.  

What You Will Do:

Achieve bookings quota & KPIs for all accounts in the assigned territory (size of company may vary before starting a new financial year)

Achieve new business and product targets

Manage the entire customer engagement process, from customer requests coming through channel partners to development and retention

Engage and enable joint selling with channel partners

Work closely with channel partners in order to work on their opportunites and requests and expand their customer base

Regularely interact with internal Channel Teams to plan, work and discuss Pipeline

Consistently articulate Sophos’ value proposition to customers in order to maintain and expand Sophos’ business within assigned customer accounts

Work on Sophos generated Leads & Opportunities meeting internal SLAs

Proactivley engage Sales Engineers & other stakeholders in appropiate opportunities

Successfully implement our sales methodology ‘BaseLine Selling’ as well as MEDDPICC in your daily business calls with end customers & partners

Ensure Pipeline Management is accurate for the current and quarters ahead meeting internal SLAs

Participation at internal education and training programs

Maintain good knowledge of the IT security market & competition

Analyse territory performance based on Management key metrics (e.g. activity planning, revenue, daily billings, pipeline, won/loss, product growth etc…)

Deliver quarterly business review to Management

Provide timely and accurate sales forecasts

Log all activity to maintain accuracy of CRM and forecasting systems & meet internal SLAs

Handling of administrative tasks e.g. Quoting, CRM data cleaning

Attend Sophos or Partner organised events

Willingness to travel and meet customers/Partners/Distributors on site when needed

Substitution of colleagues within the sales team during holidays, illness and transition times What You Will Bring:

First Work experience in a similar sales role 

Good knowledge of Sales Processes including acquisition, development and retention 

Preferably experience in selling IT solutions through channel partners

Previous use of CRM / Forecasting system 

Fluent in German and English verbal / written (C1 Level)

Technical minded

Strong structured working method

Strong communication skills – verbal and written

Strong time management and organisational skills

Ability to thrive in a team selling Environment

Strong skills in flexibility, proactivity and self-motivation approach #B1 #IC2

Ready to Join Us? At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.   What's Great About Sophos? ·   Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship. ·   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 who 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 If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos.  If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights.  For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos