Manager Commercial Sales (m/f/d) - leadership responsibility

About UsSophos 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 SummaryTo lead and develop a team of Commercial Account Managers in assigned Territory and contributing to the overall sales strategy. This includes implementing team’s strategic priorities and ensuring effective engagement with Commercial Accounts and their respective Channel Partners and Distributors. What You Will Do:Achieve team sales targets, KPIs, and business goals; ensure individual target attainment.Drive new logo and expansion growth by actively managing the pipeline and ensuring consistent, structured call-outs.Retain and expand the Sophos portfolio within the existing customer base.Develop and execute strategies and initiatives to increase revenue and strengthen customer and partner satisfaction.Maintain strong internal collaboration across Central, EMEA, and Global Sales stakeholders as well as Channel Partners and Distributors.Support the company’s automation and AI strategy by promoting the effective use of Copilot and modern sales tools; lead, enable, and support the team to actively adopt and leverage these capabilities in daily operations.Prioritize tasks, allocate projects, and leverage individual strengths within the team.Support your team in daily work and activities when needed, ensuring timely execution and removal of blockers.Review, implement, and continuously optimize internal Team processes to ensure efficiency gains and sustainable workload reduction.Ensure effective Team Inbox management by enforcing SLA adherence and applying clear prioritization.Provide accurate sales forecasts and actively manage pipeline development.Ensure effective usage of core sales tools (e.g. Salesforce, Clari, Power BI, Copilot, MindTickle) and adherence to sales operations processes.Promote and support modern sales methodologies (Baseline Selling, iCAN, MEDDPICC).Conduct regular performance reviews and additional evaluations as required.Manage team performance by providing constructive feedback and recognizing achievements.Lead, coach, and mentor the sales team to drive high performance and continuous growth.Oversee onboarding, training, and development planning to ensure a rapid productivity ramp-up and timely completion of mandatory trainings.Conduct regular team meetings and ensure continuous communication with key internal stakeholders.Review and approve travel expenses and other submissions accurately and in line with company policies.Deliver QBRs and present business updates to management.Attend customer and partner meetings as well as Sophos events.Provide coverage for fellow Teamlead/Managers during absences or transition periodsWhat You Will Bring: Several years work experience in a Leadership role across DACH and Eastern EuropeSeveral years of IT/IT Security expertise, enabling a deep understanding of customer IT infrastructureExperience in working with channel partners and Distributors across the DACH and Eastern European region, with a strong understanding of cultural and market specificsExperience in working in a high-volume Commercial Team across DACH and Eastern European RegionPeople Leadership & Talent DevelopmentStrategic Thinking & Decision-Making Communication & Stakeholder Management Accountability & Ownership Change Leadership & Adaptability Results Orientation & Customer FocusFluent in German and English #M3#LI_MTReady 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 chec