Channel Account Manager - temporary for 8 months

Abingdon, GB, OX14 3YP


Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central – the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos has major hubs around the globe. More information is available at www.sophos.com


Job Purpose

As a Channel Account Manager you will working with a small set of Strategic Sophos Partners, supporting the External Account Executive focused on delivering support and pro-active engagement to drive new business sales and to hit quota.


Duties & Responsibilities

  • Achieve bookings quota & KPIs for all assigned Regional Partner Accounts
  • Work with Sophos Strategic Partners in collaboration with dedicated Regional Channel Account Executives to drive Partner business
  • Work with the Channel Account Executives to develop and execute on a joint Partner business plan that drives our mutual business in line with Sophos short and long-term aspirations.  This should be done at the beginning of the Fiscal Year, and then used as a basis for joint quarterly review during the year.
  • Be the first point of contact for operational issues and act as coordinator between the Partner and Sophos
  • Consistently articulate Sophos’ value proposition to Partners to maintain and expand Sophos’ business within Partner base
  • Support channel planning process in collaboration with dedicated Regional Channel Account Executive for assigned Partners
  • Support Customer Account Teams to secure and develop Partner Opportunities
  • Maintain close relationships and establish regular meetings with Customer Account Teams to support pipeline management process
  • Own SMB Business for aligned Strategic Partners, pro-actively driving renewal, upsell and new logo business in sub 101 user accounts
  • Create and deliver sales related presentations through webcasts to the sales team at the Regional Partners to gain commitment to sell Sophos and increase share within the Partner.
  • Offer knowledgeable advice and support Partners with their inquiries
  • Establish support mechanisms to make Sophos the easiest and preferred vendor to work with and actively remove barriers to that aim, driving a positive impact in partner satisfaction and Sophos share of the Partner’s business.
  • Drive a high renewal rate through the partner’s customers through ensuring partners focus on their renewals and identify cross-sell opportunities within larger renewals, work closely with Customer Account Teams
  • Provide information, arrange training and coach Partners to ensure that they are trained to use Sophos systems and tools (Partner Portal etc…)
  • Develop and maintain detailed knowledge of Sophos products and services
  • Independent participation at internal education and training programs
  • Adherence to CRM (Salesforce), business systems and activity management standards, ensuring all activity is logged and accurately updated
  • Provide fast response times to requests and queries in personal and team mailbox
  • Analyse Partner performance based on Management key metrics (e.g. revenue, % un-renewed rate, pipeline, won/loss, product growth etc…)
  • Support the Channel Account Executive in delivering quarterly business reviews to Management
  • Attend partner sites and Sophos organised Partner events to generate business opportunities




  • Working towards and achieving sales targets in a reseller-based business model
  • Working in a commercial IT environment
  • Executing against business and account plans
  • Working as part of a virtual account team and driving it towards common goals
  • Managing the whole sales process, including customer acquisition, development and retention
  • Selling into complex organisational structures, including multiple level selling
  • Identifying and implementing process improvements
  • Creating and delivering presentations to partner sales teams
  • Sales forecasting in a reseller-based business model.
  • Experience in working with Top 100 UK VARs



  • Understanding of the Cyber Security market
  • Experience and involvement in marketing programmes
  • Experience in analyzing businesses, understanding Annual Reports and the basis of investment decision
  • Understanding of financial management/business investment planning



  • Strong communication skills - written, verbal, presentation
  • Quickly learns and adopts new approaches and techniques
  • Conflict handling with customers, partners and across internal departments
  • Virtual team support
  • Influencing at sales & sales management level
  • Multiple level selling skills
  • Numerate
  • Analytical
  • Negotiation skills in complex situations
  • Commercial awareness
  • Coaching
  • Accurate Forecasting
  • Recognised formal sales training


What’s Great About Sophos?

  • Our people are what makes Sophos special – we demonstrate shared vision, talent, innovation, and creativity, all of which are accompanied by a great sense of fun and team spirit.
  • Employee-led diversity and inclusion groups that build community within Sophos and provide internal education and advocacy (eg. Sophos Women in Tech group to improve gender parity, encourage gender-balanced leadership, and support career progression at Sophos)
  • Sophos Environment Network and employee challenges to contribute to sustainability and reduce our environmental footprint
  • Annual commitment to charity and fundraising across our global sites and volunteer days for employees to give back to local communities
  • Global trivia competitions to keep our minds sharp
  • Global Mental Health days off work for all Sophos to help employees relax and recharge
  • Monthly employee wellbeing webinars and training to support employee health and wellbeing
  • Employee rewards and thanks, such as our free annual subscription to Calm


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 that 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 opportunites 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.

Job Segment: CRM, Technology