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

<span lang="EN-GB" style="font-family:"Calibri",sans-serif">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

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


Organization Responsibility

  • <span lang="EN-GB" style="font-family:"Calibri",sans-serif">This position will report into the Distribution Manager
  • <span lang="EN-GB" style="font-family:"Calibri",sans-serif">Close collaboration with Sales Engineering team, Renewal Contractors & Territory Managers and other stakeholders of Territory





<span style="font-family:"Calibri",sans-serif">A minimum of 2-3  years sales experience

<span style="font-family:"Calibri",sans-serif">Experience of Recruiting partners for IT/ITeS product or Service based company

<span style="font-family:"Calibri",sans-serif">Experience of working with Partners & Distribution in IT

<span style="font-family:"Calibri",sans-serif">Experience of using CRM System



<span style="font-family:"Calibri",sans-serif">Experience coordinating & selling security solutions

<span style="font-family:"Calibri",sans-serif">Experience  managing   specific territory

<span style="font-family:"Calibri",sans-serif">Experience of Recruiting partners for Cloud focused IT product company




<span style="font-family:"Calibri",sans-serif">Ability  to  quickly  learn   and  adopt  new approaches and techniques

<span style="font-family:"Calibri",sans-serif">Adept in dealing with all levels within an organization to achieve objectives & team goals

<span style="font-family:"Calibri",sans-serif">Excellent relationship management and ability to address conflicts

<span style="font-family:"Calibri",sans-serif">Understanding  of   financial   mgmt./business investment planning

<span style="font-family:"Calibri",sans-serif">Ability to understand the partners business model

<span style="font-family:"Calibri",sans-serif">Knowledge of software channel ecosystems in the territory

<span style="font-family:"Calibri",sans-serif">Strong Communication and Interpersonal skills



<span style="font-family:"Calibri",sans-serif">Knowledge of  security software   industry, including competitors, market needs and trends

<span style="font-family:"Calibri",sans-serif">Familiarity with Sophos solutions or similar competitive products

<span style="font-family:"Calibri",sans-serif">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.


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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