Channel Account Manager

Burlington, MA, US, 01803


Sophos Overview – Security Made Simple

Sophos makes IT security simple with next-generation solutions that protect networks, servers, and devices, wherever they are. Today, more than 100 million users in 150 countries and a global network of channel partners trust Sophos to deliver simple solutions to complex security challenges. Focused on innovation and backed by a global network of Sophos Labs threat intelligence centers and industry-leading support, Sophos delivers solutions that are simple to deploy, maintain, and manage, enabling organizations to focus on performance and growth. Sophos is cybersecurity made simple.


Job Purpose

The role of an MSP Channel Account Manager is to foster strong and trustworthy relationships with MSPs across the U.S. and Canada, primarily over the phone.  It’s vital this role extends the Sophos channel best mentality and support MSPs with training, product knowledge, marketing, up and cross sell opportunities, and more.  Ensuring a collaborate work environment, it’s also important the MSP CAM enable the MSP CAEs and territory sales teams in their day to day quest to achieve and exceed MSP goals. You will be central conduit to get all the right people in place to get things done. You will help MSPs grow their business and upsell/cross-sell other products from Sophos. MSPs expect you to have a good understanding of their business and you will pro-actively challenge them to perform in the best possible way.



Duties & Responsibilities

  • Process MSP Leads and Applications in Salesforce
  • Onboarding and enablement of new MSPs
  • Build relationships with MSPs and distributors in order to accelerate growth
  • Build relationships with the internal teams, e.g. sales, support, product management, operations, etc.
  • Align Sophos sales resources to support identified opportunities from key partners
  • Effectively articulate the requirements, expectations, and benefits of the MSP Connect Flex program and Sophos Partner Program to MSPs
  • Develop & implement proactive initiatives, in conjunction with Marketing, to promote Sophos complete range of products and services to MSPs
  • Ensure all partner profile and contact information is kept up to date in order to ensure business development and effectiveness of marketing initiatives
  • Constantly work to improve team mentality and channel effectiveness


Skills & Experience


  • Experience in a channel sales environment
  • Telephone sales skills and proactive mentality
  • Good working knowledge of the sales process
  • Previous knowledge of Salesforce
  • Understand the SMP channel ecosystem
  • Good verbal & written communication skills in English
  • Personal organizational skills and time management, especially prioritization
  • Understanding that the partner is essential to the sales success
  • Good MS-Office knowledge and salesforce
  • Excellent presentation skills



  • Experience in selling security solutions
  • Understanding of the software market
  • Affinity with marketing and lead development
  • Understanding the channel sales ecosystem
  • Work with distributors to onboard and enable


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 data protection policy which can be found here 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 reply to this or other emails from Sophos clearly stating your request, or follow the steps set out in the data protection 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.

Nearest Major Market: Boston