Channel Account Executive

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. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

The role is responsible for managing all assigned partners in territory, promoting the company through assigned (top) partners, and introducing as well driving the territory channel strategy

What You Will Do

• Be Sophos’ ‘on the ground’ presence to support all partners to achieve bookings quota and business and product targets in the assigned territory
• Report internally to Sophos management on Partner funnel, including weekly forecasts (product, best case, etc)
• Manage all day-to-day queries for channel partners in the assigned territory
• Drive territory channel planning process (define capacity, recruitment, and enablement requirements for all partner types)
• Identify and recruit top partners as defined by the channel planning process
• On-board and enable top partners to ensure partner success in marketing all Sophos solutions
• Communicate and follow up to ensure top partners remain up to date on all necessary training and certifications
• Run timely and effective sessions – Sophos Product/Solution/Key Message Presentation/whiteboarding to Partners/Distributors in region
• Conduct joint-business planning with top territory partners
• Align with distribution manager and distribution to get channel strategy implemented
• Align Sophos resources to support distribution partner activities
• Cultivate strong consultative relationships with key individuals at top partners and act as single point of contact to ensure satisfaction of top partners
• Support creation/completion of RFPs for Partner Enterprise customer projects

What You Will Bring

• Relevant post-secondary education
• In depth experience of recruiting, onboarding, and managing channel partners in a technology environment
• Experience of developing territory and business plans
• Knowledge of security and general software channel ecosystems
• Familiarity with CRM/PRM and forecasting systems
• Strong presentation and negotiation skills
• Local language and fluent English language skills

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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. Please refer to the location details in our job postings for further information.

· 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. If you have any questions about Sophos’ data protection practices, please contact [email protected].