Senior Channel Account Executive, MSP

Burlington, MA, US, 01803


Job Purpose:

The MSP & CSP CAE will be responsible for recruiting and onboarding Managed Service Providers (MSP) and Cloud Service Providers (CSP) to promote and sell the complete Sophos Central and XG Firewall product offerings throughout Eastern United States. The CAE will partner with Sales, Channel, Business Operations, and other members of the Marketing organization to become part of a core team that will drive the growth of new business and help retain and grow top service providers.

Success will be measured by the overall health and hygiene of the MSP & CSP business, productivity of active MSP and CSP partners and the associated revenue from the sale of Sophos products and solutions through the MSP’s to their respective end-user customer base.

Main Duties:

  • Achieve bookings quota through MSPs in the assigned territory to achieve company goals
  • Provide accurate forecasting of MSPs revenue through salesforce.com
  • Recruit net new MSPs through conference participation, interaction with distribution and other means
  • On-board and enable MSPs to ensure partner success in selling and supporting all Sophos solutions
  • Interact with MSPs to manage through issues with a high degree of professionalism and attentiveness.
  • Negotiate and manage contracts and Service Level Agreements where applicable
  • Train and educate the MSP partners on all Sophos offerings
  • Train and educate Sophos sales employees on the MSP business, and how to sell and support MSPs
  • Communication with stakeholders in global MSP team, business unit, local marketing and sales organization in order to make price book and quote guideline
  • To maintain SFDC in terms of pricing and partners and publish it for sales organization with detail inspection to keep consistency of price information across various data sources
  • To develop the documents required in sales process
  • To be a knowledge base of pricing and licensing structure of whole Sophos MSP products and to answer to questions from sales persons about them
  • Onboard distributors, when applicable

Skills & Experience:


  • Solid experience in 2-tier channel business, knows how this works, able to operate all tools in the background: Partner Portal, Partner Contracts, On boarding of partners, business plans for partners
  • MSP & Channel Sales experience
  • CSP and telco/marketplace experience a plus
  • Excellent communication and presentation skills, both written and verbal
  • Understanding of sales and order process
  • Understanding of software license and hardware products
  • Financial Acumen, Ability to understand & forecast recurring revenue model
  • 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.

Nearest Major Market: Boston

Job Segment: Cloud, Technology