Sophos is undergoing strong growth, and our partner ecosystem is central to our success. In this role, you will be responsible for developing and executing strategic plans that deepen engagement with existing Sophos partners, with a focus on those operating in the Midmarket and enterprise space.
The Channel Account Executive position is centred on strategic partner enablement and long-term growth planning for partners within your territory.
You will work closely with the partner's leadership to align Sophos solutions with their business objectives, helping them deliver greater value to their customers while driving mutual success.
This includes identifying opportunities for renewal, expansion, and solution integration, but always through a lens of strategic collaboration rather than transactional selling.
You will collaborate cross-functionally with the Sophos presales, marketing, and sales teams to ensure partner strategies are well-supported and aligned with broader business goals. Your success will be measured by the strength and growth of partner relationships, the execution of joint business plans, and the overall impact on customer outcomes.
Focusing on strong growth across Commercial, Midmarket and Enterprise customers (Via Sophos Partners)
Manage Pipeline (with a view to close) and sales campaigns to renew, upgrade and develop new logo opportunities.
Co-sell in assigned territory with partners, using existing internal resources e.g. pre-sales
Follow up leads and partner data proactively to maximise new business potential
Support and roll out Sophos channel program and sales activities
Conduct quarterly business reviews and manage key performance indicators with the top partners
Manage a high volume of communication with partners daily over the phone and email
Be able to run demonstrations on Sophos partner tools and Central
Present to a high standard on Sophos GTM and value proposition
Cultivate strong consultative relationships with key individuals at your best developing partners
Drive enablement for all managed partner types (Strategic, Growth, MSP)
Maintain a solid understanding of business factors that are a priority to your partners and customers. (pain points, investment areas, profitability factors, etc)
Build high-quality marketing plans for top partners with strong ROI
Minimum 3-5 years of relevant customer sales (or Channel Sales) experience in the IT market
Demonstrated ability to build and develop relationships with partners and customers at all levels
Proven track record in achieving channel sales goals
Strong capability to manage multiple competing priorities and problem solve effectively
Strong communication skills
Strategic thinking and planning skills
Sophos 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.
More information is available at www.sophos.com.
