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Client:
Sophos
Location:
United Kingdom
Job Category:
Other
EU work permit required:
Yes
Job Reference:
371119a85e56
Job Views:
4
Posted:
13.02.2025
Expiry Date:
30.03.2025
Job Description:
About Us Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through the Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. At Sophos, we protect people from cybercrime by developing powerful and intuitive products and services that provide the world's most effective cybersecurity for organizations of any size. The Sophos Global Renewals team is dedicated to ensuring every customer realizes the value they receive by renewing and expanding our business partnership.
What You Will Do:
1. Team Leadership: Lead and mentor a team of Renewals Account Managers located in EMEA providing sales leadership, guidance, coaching, and driving accountability to achieving business targets.
2. Strategic Planning: Collaborate with new business sales counterparts to ensure a coordinated strategic sales plan is being defined and executed, enhancing the customer experience.
3. Retention: Drive retention by identifying where renewal risk occurs and partnering with customer success and reseller partners to mitigate that risk, maximizing renewal rates.
4. Expansion: Identify upsell, cross-sell, and expansion opportunities within the existing customer base during contract renewals.
5. Customer and Partner Engagement: Foster strong relationships with key customers, partners, and distributors, ensuring their satisfaction and addressing any concerns promptly.
6. Performance Metrics: Track key performance metrics, analyzing data to make data-driven decisions and optimize the renewals process.
7. Forecasting and Planning: Ensure accurate revenue forecasts and budgets for the renewal sales team, aligning with company objectives.
8. Market Intelligence: Stay updated on industry trends, competitors, and customer needs to offer localized insights to global MI.
9. Process Improvement: Continuously evaluate and improve renewals processes to enhance efficiency and customer experience.
10. Recruit and develop high-performing teams and mentor the management team to follow best practices.
11. Handle performance issues timely and appropriately, partnering with the right internal resources to support areas of underperformance.
12. Retain highly effective teams through recognition and career development processes.
What You Will Bring:
1. The ideal candidate will be highly motivated with a desire to exceed targets and a commitment to excellence.
2. Coachable, with a learning mindset and willingness to prioritize team success.
3. An excellent communicator and collaborator, able to motivate and inspire others.
4. Degree in business, sales, marketing, or a related field; or relevant work experience.
5. Proven track record of overachievement in a consultative and matrixed selling environment.
6. Demonstrated success managing and growing renewals or sales teams focused on recurring revenue / ARR.
7. Strong understanding of subscription-based business models.
8. Previous leadership experience in the enterprise space, including first-line management experience.
9. Excellent communication and negotiation skills.
10. Professional working proficiency in both German and English.
11. Analytical mindset with the ability to use data for decision-making.
12. Experience in cybersecurity is a plus.
Ready to Join Us? At Sophos, we believe in the power of diverse perspectives to fuel innovation. We encourage you to apply even if you don't meet every requirement.
What's Great About Sophos?
* Sophos operates a remote-first working model, making remote work the primary option for most employees.
* Our people innovate and create, 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 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.
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