Inside Sales - 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.

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

First Work experience in a similar sales role, preferably experience in selling IT solutions through channel partners Good knowledge of Sales Processes including acquisition, development and retention Previous use of CRM / Forecasting System Fluent in English and German verbal / written Strong structured working method Strong communication skills – verbal and written Strong Negotiation skills Strong time management and organisational skills Ability to thrive in a team selling Environment Strong skills in flexibility, proactivity and self-motivation Approach Teamworking