Director, Commercial Sales

About Us
Role Summary We are looking for an experienced Manager of Commercial Sales to lead a Sales Team focused on new business generation in the 1-250 space. This role will require strong leadership skills to manage and develop a team of inside sales professionals who drive sales efforts and generate new business opportunities within a specified region. You will guide your team to build a robust pipeline, meet/exceed sales targets, and foster long-term customer relationships. The ideal candidate will have a proven track record of successfully managing inside sales teams in a Channel environment.  Trilingual: Spanish, Portuguese, and English (mandatory). What You Will Do

•  Team Leadership: Lead and mentor a team of inside sales representatives, driving performance to consistently meet or exceed new business sales targets. Foster a positive and results-driven environment that encourages growth, learning, and accountability.
• New Business Strategy: Develop and implement sales strategies to enable your team to identify and pursue new business opportunities within your designated region. Guide and support your team in executing strategies to generate new leads, nurture prospects, and close deals.
• Performance Management: Monitor and evaluate the sales performance of your team. Provide coaching, feedback, and training to ensure individual and team success. Set clear expectations, establish KPIs, and ensure that the team stays focused on delivering results.
• Partner and Distributor Coordination: Collaborate with partners and distributors to ensure alignment on sales strategies and goals. Help manage relationships between your sales team and key partners to ensure that indirect sales are growing effectively.
• Sales Process Optimization: Lead efforts to streamline and improve the sales process, ensuring your team has the tools, resources, and training necessary to close deals efficiently and effectively. Monitor sales cycles and ensure timely follow-up and conversion.
• Training and Development: Continuously develop your team's skills through regular training sessions, workshops, and best-practice sharing. Identify areas for professional growth and provide opportunities for career advancement.
• Cross-functional Collaboration: Work closely with other teams (Sales Engineering, Marketing, Customer Care, etc.) to provide comprehensive support throughout the sales cycle, ensuring that your team has the resources to close deals successfully.
• Sales Forecasting and Reporting: Provide accurate and timely sales forecasts and performance reports. Ensure that the team tracks activities and results in the CRM system, and use data to identify trends, opportunities, and areas for improvement.
• Conflict Resolution and Negotiation: Guide your team in managing conflicts with partners or customers, offering support when difficult negotiations arise. Help facilitate solutions that maintain strong relationships and drive sales growth.
• Market Insights and Feedback: Gather feedback from your team about market conditions, customer needs, and competitor activity. Work with leadership and product teams to refine sales strategies and ensure alignment with market demands.
• Event Representation and Networking: Occasionally represent Sophos at trade shows, conferences, or partner events, where you will help facilitate discussions and drive new business opportunities for your team.
• Sales Tools and CRM Management: Ensure that your team is utilizing CRM systems, sales tools, and business systems effectively to track progress, manage opportunities, and maintain accurate records of all activities. 

What You Will Bring

•  Proven experience managing inside sales teams with a focus on driving new business in a Channel environment
• Strong leadership skills, with the ability to coach, motivate, and develop sales professionals to achieve and exceed sales targets.
• Solid understanding of the sales process and ability to optimize and scale sales efforts for inside sales teams.
• Experience managing indirect sales efforts and building strong relationships with partners and distributors.
• Excellent communication and interpersonal skills with a demonstrated ability to influence, inspire, and manage a high-performance sales team.
• Strong coaching and mentoring abilities, with a focus on developing the skills of team members in areas like lead generation, cold calling, and closing sales.
• Familiarity with CRM systems (Salesforce or similar) and sales tools, with the ability to use data to track performance and make decisions.
• Strategic thinker who can align team efforts with overall business goals and objectives.
• Strong problem-solving and conflict-resolution skills.
• Bachelor's degree in Business, Marketing, or related field is preferred.

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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 We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

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