Partner Account Manager



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


Job Purpose

You will be key part of the virtual account team working with and supporting the Channel Account Executive (CAE) in the management of two of our Strategic Platinum Partners. Plus the 100% ownership of one other Strategic Partner. This will be an external role, covering their UK offices.


Duties & Responsibilities

  • Support the management of the partners through direct engagement with the partner sales, technical, marketing and management team
  • Achieve bookings quota & KPIs for all assigned Partner Accounts
  • Support and develop relationships with Partner Sales Managers, Technical Leads and Marketing teams to identify barriers and reservations to selling Sophos.  Provide solutions, leveraging Sophos representatives and resources where necessary, to make Sophos the preferred vendor within the Partner
  • Create and deliver formal presentations to technical and non-technical Partner audiences (Audiences of all sizes), in order to gain commitment to sell Sophos and increase share within the Partner
  • Work with the CAE to develop and execute on a joint Partner business plan that drives our mutual business in line with Sophos short, medium 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, adapting where appropriate
  • Gain a detailed understanding of the partners business, investment areas, and profitability factors to positively influence the joint business plan, growing our business, and shrinking our competitors’ share of the Partners business.
  • Own, manage and maximize the new logo, upsell and renewal revenue opportunity for Sophos in line with business objectives outlined in the business plan
  • Develop and execute marketing plans to further Sophos business in line with the business plan, seeking support and agreement from the marketing dept. ensuring correct resource allocation.
  • Develop and manage partner technical readiness plans to further Sophos business in line with the business plan, seeking support and agreement from the Sales Engineering team to ensure correct resource allocation.
  • Develop and manage partner sales, pre-sales readiness plans to further Sophos business in line with the business plan.
  • Engage with Partner sales teams in sales opportunities in prospective and existing client sites in order to drive up deal value and closure rates.
  • Lead a virtual Sophos account team, ensuring clear roles and responsibilities for all team members in achieving the goals set out on the business plan.
  • 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.
  • Identify opportunities for increased effectiveness and drive initiatives with the Sales Management team, other Sales teams, Sales Engineering, Marketing and Product Management.
  • Provide feedback, guidance and coaching to Partner Sales Support Executives and Partner Sales Support Assistants to enable them to develop their skills and add greater value in their interactions with Partners
  • Active role in QBR preparation and presentation. Help identify key trends/patterns emerging to drive new business and maintain relevance
  • Develop and maintain detailed knowledge of Sophos products, services and also that of Sophos competitors
  • Ensure Pipeline management is accurate for the current and quarters ahead


Experience & Skills:

  • 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
  • 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


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.