Senior Channel Sales Engineer

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:


We are seeking a talented individual to bring technical enthusiasm, passion, skill, knowledge and a can-do attitude to our highly experienced Sales Engineering team, where you will help to provide pre-sales support and technical enablement to the UKI Strategic Channel Team.


Main responsibilities of the role include acting as a key technical representation for Sophos at Strategic/National partners, which will often include onsite engagements.  Partner (and Distributor) Sales and Sales Engineering enablement.  Provision of Demo / Evaluation / Channel support, forging strong relationships with partners and in some cases customers.  Providing remote product demonstrations and running instructor led training. In addition to this, you will work closely with the channel marketing teams to support Sophos events or product launches, while being given the opportunity to become a Sophos evangelist at industry events


Sophos operates a fun, nurturing environment that provides full training in our solutions and support you as you continue developing core IT skills to support your developing career.


 Main Duties:


Enable the Channel

  • Act as a key strategic Sophos technical advisor for our top partners and distributors from a technical pre-sales perspective. 
  • Work to technically enable Sophos partners and distributors, through training and coaching sessions.
  • Proactively manage and deliver technical information to partners and customers both onsite, and online.
  • Regularly visit partners based around the UK and Ireland
  • Shadow partner led pre/post sale installations to help technically enable partners in Sophos solutions
  • Provide technical training for new Sales and Technical starters on Sophos solutions Provide technical backup during sales calls



  • Act as a key member of the Sophos and partner selling team
  • Cultivate strong consultative relationships with individuals in customer and partner organizations to ensure customer and partner satisfaction
  • Maintain up-to-date knowledge of industry, technical and competitive landscape to ensure the presentation and sale of the best Sophos solutions
  • Attend and support Partner events as required
  • Actively contribute at SE and channel team meetings


  • Present & Evangelise Sophos Solutions at Industry, partner or customer events
  • Provide technical pre-sales support for both Sophos and partner led sales opportunities
  • Provide online webinars or onsite demos with partners to their customers and prospects
  • Support the achievement of bookings quota in the assigned territory
  • Log all activity to maintain accuracy of CRM/PRM/Support systems
  • Complete the technical element for RFPs drawing on internal systems and best practice for standard answers and solutions


Personal Development

  • Pass and maintain Sophos Architect accreditations in aligned products
  • Stay up to date with continued product development
  • Develop and maintain a strong background in current cyber security issues and trends.


Special Conditions:

  • Based from home.  The successful candidate should expect occasional travel – UK and Ireland with very occasional trips to Europe / USA with some overnight stays should be anticipated.


 Skills & Experience:

  • Effective communication and presentation skills to customers and partners
  • Understanding Customer and Partner Businesses to position the Sophos solutions
  • Tech Savvy
  • Decision Making to help support sales process
  • Takes the Initiative and Action Orientated to ensure partners are onboarded and selling our solutions
  • Working with the Sales team to align joint business goals and drive partner performance
  • Driven to constantly learn new skills, technologies and new solutions



  • At least 4 years’ IT experience providing software technical support to end users including designing, managing, administering, and supporting technical solutions
  • 4+ Years’ Experience of working in a channel partner or distributor
  • Knowledge of common OS and Network topologies
  • At least 4 years’ experience with security solutions (Anti-Malware, Data Protection, Firewalls, Mobile, Email and Web)
  • Good technical knowledge of security concepts and business requirements
  • Ability to assess technical requirements and propose appropriate solutions
  • Strong Demonstration skills in a pre sales environment
  • Strong Communication and Interpersonal skills
  • Ability to thrive in a team selling environment
  • Works collaboratively for a common goal



  • Azure/AWS experience.
  • Creation and Delivery of technical training to technical and non-technical people
  • Proven track record of troubleshooting IT computer, server or network issues to successful resolution
  • Experience with supporting virtual platforms (VMWare, Hyper-V, Xen)
  • Knowledge of security software industry, including competitors, market needs and trends
  • Familiarity with Sophos solutions or similar competitive products
  • Higher / Further Education
  • Cisco CCNA or Similar
  • Third Party Firewall certification
  • Comptia Security+ / CISSP


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.

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