Senior Channel Account Executive 3 (Remote - Burlington)

Burlington, MA, US, 01803

Sales

Sophos Overview – Cybersecurity Evolved

As a worldwide leader in next-generation cybersecurity, Sophos protects nearly 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs – a global threat intelligence and data science team – Sophos’ cloud-native and AI-enhanced solutions secure endpoints (laptops, servers and mobile devices) and networks against evolving cybercriminal tactics and techniques, including automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more. The award-winning Sophos Central cloud-based platform integrates Sophos’ entire portfolio of best-of-breed products, from the Intercept X endpoint solution to the XG Firewall, into a single system called Synchronized Security. Sophos products are exclusively available through a global channel of more than 47,000 partners and Managed Service Providers (MSPs). Sophos also makes its innovative commercial technologies available to consumers via Sophos Home. The company is headquartered in Oxford, U.K., and is publicly traded on the London Stock Exchange under the symbol “SOPH.”

 

Main Duties

  • Manage all aspects of the relationship with assigned resellers/partners, including joint business planning
  • Maintain a detailed understanding of reseller/partners’ business (pain points, investment areas, profitability factors, etc.)
  • In conjunction with the partners/resellers, build a short, medium and long term business plan which include accurate forecasts for sustainable growth
  • Play an active role in implementing of business plans and ensure their success
  • Review 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
  • Meet with senior decision makers of the partners to identify projects, inform them of Sophos solutions and identify and involve other decision influencing Sophos departments.
  • Cultivate strong consultative relationships with key stakeholders at assigned reseller/partner and act as a single point of contact to ensure reseller/partner satisfaction 
  • 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
  • Ability to understand & create RFP’s for enterprise customer projects
  • Provide weekly forecast, Partner funnel to Management along with weekly commit of Forecast & Best case
  • Log all activity to maintain accuracy of CRM/PRM and forecasting systems

Skills & Experience

  • In depth experience of managing partner & Customer Liaison in a technology Environment 
  • 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

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

Job Segment: CRM, Cloud, Technology