Channel Account Manager

Ahmedabad, GJ, IN, 380006


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

Responsible for Recruiting, Enabling and driving channel partners in the assigned territory. Developing and maintaining existing/new relationships with partners in the territory


Main Duties

  • Recruit Mid Market & SMB Channel Partners in South Africa region in assigned territories
  • Work with Distribution Product Managers/Area Managers to recruit & enable Prospects/Dormant/Inactive Partners selling Sophos Products & Services
  • Enable Partners by providing Training, Coaching, Articulation Sophos Products & Services
  • Enable Partners to get Certified Technical & Sales Certification
  • Recruit MSP Partners in South Africa region in assigned territories
  • Play an active role in implementing of business plans and ensure their success
  • Review the their success on a quarterly basis
  • Develop and execute trainings for the resellers/partners for all Sophos products in the dedicated territory
  • Engage with reseller/partners in co-marketing and lead generation activities, as appropriate
  • Ensure reseller/partner is fully capable of selling and supporting Sophos’ solutions, as appropriate
  • Influence senior decision makers of the partners to identify projects and sell Sophos solutions and identify and involve other decision influencing departments like sales, finance, marketing and consulting.
  • Cultivate strong consultative relationships with key stakeholders at assigned reseller/partner
  • Consistently articulate Sophos’ value proposition to reseller/partner in order to maintain and increase Sophos’ share of their business
  • Sophos Product/Solution/Key Message Presentation/whiteboarding to Key Prospects along with Partner
  • Provide weekly update on Meetings, Partner activation, Trainings & prospect partner funnel to Manager & Regional Manager along with weekly commit of Forecast & Best case
  • Log all activity to maintain accuracy of CRM/PRM and forecasting systems


Skills & Experience


  • A minimum of 2-3  years sales experience
  • Experience of Recruiting partners for IT/ITeS product or Service based company
  • Experience of working with Partners & Distribution in IT
  • Experience of using CRM System
  • Ability to  quickly  learn  and  adopt new approaches and techniques
  • Adept in dealing with all levels within an organization to achieve objectives & team goals
  • Excellent relationship management and ability to address conflicts
  • Understanding  of  financial  mgmt./business investment planning
  • Ability to understand the partners business model
  • Knowledge of software channel ecosystems in the territory
  • Strong Communication and Interpersonal skills



  • Experience coordinating & selling security solutions
  • Experience  managing  specific territory
  • Experience of Recruiting partners for Cloud focused IT product company
  • Knowledge of security software  industry, including competitors, market needs and trends
  • Familiarity with Sophos solutions or similar competitive products
  • Knowledge of Salesforce


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.