Channel Account Manager

Burlington, MA, US, 01803


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 can 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

The Channel Account Manager is responsible for generating profitable revenue

from sales to assigned Enterprise Market Accounts in an allocated region.


Main Duties

  • Achieve bookings quota
  • Achieve new business and product targets
  • Manage the entire customer engagement process, from customer acquisition to
  • development and retention,
  • Lead opportunity identification and sales activities
  • Engage and enable joint selling with key channel partners
  • Collaborate with Channel Account Executive and National Channel Account
  • Executive on channel planning
  • Manage and cultivate strong consultative relationships with business decision
  • makers to ensure customer satisfaction
  • Visit client sites to increase deal value and close rates
  • Manage and ensure the accuracy of account information in CRM and forecasting
  • systems
  • Maintain a detailed understanding of customer’s business (pain points, priorities,
  • business drivers, etc.) to appropriately align Sophos solutions to customer’s need


Skills & Experience

  • Degree in Sales or Business Studies or Economics
  • Deep knowledge in selling technology solutions, primarily at the Enterprise Market level
  • Proven track record of achieving and exceeding sales quotas
  • Good experience of local Enterprise market
  • Ability to sell through and with channel partners
  • Strategic and tactical account planning
  • Ability to present, communicate, negotiate with, and sell to Enterprise Market


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.

Nearest Major Market: Boston

Job Segment: CRM, Technology