The Channel Account Executive (CAE) is accountable for managing strategic Sophos partners. They are responsible for developing joint business plans with partners to hit revenue and profitability targets by developing new MDR, services, MSP and next-gen portfolio customer opportunities, up-sell and cross selling to existing customers and renewals.
What You Will Do
Develop relationships at all levels across partners to drive revenue growth and profitability.
Build and execute business plans that identify, develop and close incremental opportunities to deliver outstanding growth for the partner and Sophos.
Enable partners to take full advantage of Sophos comprehensive solution and services portfolio to improve their customer’s security protection and response.
Directly support partners qualify and close complex customer deals, engaging wider sales and sales engineer teams where required, gather insights to ensure accurate business forecasting.
Own and manage the frequent joint business review, and planning process between Partners’ and Sophos decision makers, incl. clearly defined KPI’s and SMART goals with agreed outcomes.
Collaborate to develop marketing plans with partners to drive incremental sales pipeline ensuring high return on investment from activities like lead gen campaigns and events.
Coordinate the involvement of Sophos staff, including product management, sales, SE, marketing, support, service and management resources to meet partner performance objectives and partner expectations.
Drive high renewal rates by ensuring partners focus on their renewals and build an engagement plan to align Sophos and
Partner teams, identify new business and cross sell opportunities.
Ensure the Sophos Sales Centre of Excellence is proactively engaged to manage processes to progress and close of sub 100 user opportunities.
Motivate, educate and ensure Partner sales and technical staff are go-to-market ready, provide access to certification and training materials and develop an enablement plan.
What You Will Bring
5+ evidenced years in channel sales and territory management in networking or security sectors.
Experience building and executing successful business and marketing plans.
Understanding of the technology channel eco-system and the business model of different types of channel partners (VAR/MSP/Distribution/Marketplace etc.).
Adept at account management and business partner techniques with strong interpersonal, active listening, discovery, and qualification skills.
Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage.
Experience of translating market trends and customer issues and needs into business opportunities for partners.
Ability to thrive in a team selling environment, winning together outlook with the ability to build relationships and influence via email, telephone and in person.
Excels at engaging partner personnel across all levels and functions, builds multifaceted relationships.
Excellent organizational skills and ability to prioritize and manage multiple tasks at once.
Skills Required
- 5+ years in channel sales and territory management in networking or security sectors
- Experience building and executing successful business and marketing plans
- Understanding of technology channel ecosystem and various partner business models
- Adept at account management and business partner techniques
- Solid technical acumen and strong cybersecurity knowledge
Sophos Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Sophos and has not been reviewed or approved by Sophos.
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Leave & Time Off Breadth — Time away is positioned as broad, with company-wide wellness days plus dedicated learning days and paid volunteer time.
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Parental & Family Support — Family-related leave appears more comprehensive than baseline offerings, including paid parental leave, caregiver leave, and extended bereavement leave.
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Wellbeing & Lifestyle Benefits — Wellbeing support is emphasized through always-available assistance resources and a Calm subscription, suggesting a lifestyle-oriented benefits approach.
Sophos Insights
What We Do
Cybersecurity Evolved. As a worldwide leader in next-generation cybersecurity, Sophos protects nearly 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs – a global threat intelligence and data science team – Sophos’ cloud-native and AI-enhanced solutions secure endpoints (laptops, servers and mobile devices) and networks against evolving cybercriminal tactics and techniques, including automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.
