Channel Account Executive - Scotland

Abingdon, GB, OX14 3YP



Sophos Overview – Cybersecurity Evolved

Sophos evolves to meet every new challenge, protecting more than 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs, our cloud-native and AI-enhanced solutions are able to adapt and evolve to secure endpoints and networks against never-before-seen cybercriminal tactics and techniques. Managed through our award-winning, cloud-based platform, Sophos Central, our best-of-breed products work together through our unique Synchronized Security system to share threat intelligence and respond to evolving threats. The Sophos suite of products secures networks and endpoints against automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.


Job Purpose:

As a Channel Account Executive based in Scotland, you will work with key partners to generate indirect business for Sophos products. Working as part of a virtual team of Channel Managers, Territory Account Managers, Marketing Executives and Sales Engineers you will be tasked with driving demand across the entire Sophos portfolio and leading the enablement of new and existing partners to ensure successful long term relationships.

You will also be responsible for generating profitable revenue from a subset of SMB customers within the assigned territory, by selling with and through channel partners, primarily over the phone.


Main Duties: 

  • Build channel business by recruiting new Scottish partners to the Sophos Partner Program
  • Develop new business through engagement of existing targeted resellers
  • Meet with partners regularly to gain a detailed understanding of the partner’s business, investment areas and profitability factors to positively influence Sophos billings
  • Create and manage partner technical readiness plans, seeking support from the Sales Engineering team to ensure correct resource allocation.
  • Deliver formal presentations and training to large and small, technical and non-technical partner audiences, in order to gain commitment to sell Sophos and increase share within the partner
  • Achieve bookings quota for all assigned accounts between 50 to 250 IT users


Experience and Skills:

  • Experience of working within the Scottish IT Channel in a field based sales role
  • Experience of partner acquisition, development and retention
  • Proven track record of achieving and exceeding territory sales quotas
  • Established relationships with existing channel partners in the territory
  • Excellent written & verbal communication skills
  • Developing and executing against business plans
  • Comfortable delivering presentations to audiences of varied experience
  • Possess a positive attitude and work well with others
  • Flexible and able to handle and prioritise multiple tasks
  • Strong negotiation skills in complex situations
  • Position requires frequent travel (40-60%)


Equal Opportunities

Sophos is committed to equality opportunity in all areas of its work. All qualified applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, marital status, race, religion, colour, age, disability or sexual orientation.


If you choose to explore this 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 dataprotection@sophos.com.

At Sophos, we want every organization to be protected by innovative, next-generation IT security, even those who don't have a huge IT staff. We protect organizations of all sizes, all around the world by making enterprise-grade security that is simple to deploy, manage, and use. It is our passion, and something we are truly proud of.