Senior Channel Account Executive

Abingdon, GB, OX14 3YP


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.


Location: Home-based UK 


Job Purpose

To lead the development team in engaging, qualifying and on the boarding of partners new to Sophos. Managing the Sophos relationship with a group of high potential partners on the fast track programme in order to grow Sophos business in line with the sales targets and long-term business plan. Lead the enablement of new and existing partners to ensure a successful long-term relationship. 


Main Duties

  • Develop relationships with Partner Sales Managers and technical staff and 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 large and small, technical and non-technical Partner audiences, including C Level representatives, in order to gain commitment to sell Sophos and increase share within the Partner.
  • Analyse any past performance, Sophos and competitor share of business, and growth potential of existing partners, to identify partners that have the potential to become high value (£1M+ per year).
  • Develop and execute on a joint Partner business plan that drives our mutual business in line with Sophos short and long-term aspirations. This will be done as part of the on boarding process, and then used as a basis for joint quarterly review during the year.
  • 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.
  • 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.
  • Provide on a weekly basis an accurate sales forecast for assigned partners, ensuring that it is within 10% of actual and provided in the right format and at the right time.
  • 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.
  • Ensure that the account team keep all systems and tools updated with account information in order to improve team integration/connection and enhance Sophos corporate memory.
  • Resolve conflicts arising with and between partners by negotiating with partner, customer and internal representatives, to ensure a win/win situation for all parties.
  • 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.



Skills & Experience

  • Working towards and achieving sales targets in a reseller based business model
  • Working in a commercial IT environment
  • Developing and executing against business and account plans
  • Leading 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
  • Strong communication skills
  • Sales forecasting in a reselller based business model
  • conflict handling with customers partners and internal departments



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.

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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.