Senior Channel Account Executive - East

US Remote, US Remote, US, 01803


Sophos Overview – Cybersecurity Evolved


Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central – the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.


Job Purpose

A heavily proactive role working within a Channel team that needs to grow its business by

recruiting, qualifying and on-boarding of new partners to drive net-new and cross-sell revenue. This incumbent will be reporting to the Vice President, Sales for the region.

Main Duties

  • Maintain relationship with existing to Gold and Platinum partners and work with them to ensure business retention and develop business growth through cross sell and new business acquisition
  • Proactively identify, qualify, recruit, on-board and train new named partners through various methods and work with them to generate new business and increase their Sophos mindshare
  • Direct end user coverage to expand business with existing and potential customers with sizeable opportunities
  • Responsible for validating and approving deal registrations for named partners
  • Follow up leads and partner data proactively to maximise new business potential
  • Account manage partners via phone, email and on-site visits where required to ensure they receive an excellent service
  • Engage with all Sophos internal resource to ensure that partners are ‘enabled’ to sell Sophos products and support their customers
  • Negotiate with (and through) partners in competitive situations to ensure that Sophos is the preferred vendor
  • Provide information, arrange training and coach Partners to ensure that they are trained to use Sophos systems and tools (Partner Portal etc)
  • Identify and classify all partners within the CRM system to allow targeted marketing communications
  • Drive a high renewal rate through the partner’s customers through ensuring partners focus on their renewals and identify cross-sell opportunities within larger renewals, contacting the customer directly where necessary
  • Identify and utilise all relevant internal Sophos resources, escalating where necessary and managing the communication process ensuring the partner is kept informed
  • Adherence to CRM (Salesforce), business systems and activity management standards, ensuring all activity is logged and accurately updated
  • Develop and maintain detailed knowledge of Sophos products, services and also that of Sophos competitors to a high standard.
  • Responsible for orchestrating between customers/partners and Sophos internal resources in technical support cases and conflict management.

Skills & Experience


  • Proactive outbound calling and advanced telephone sales skills
  • Working with spreadsheets and other business tools
  • Working a high volume of customers and resellers to achieve a sales target 
  • Building mutually beneficial business relationships
  • Strong written and verbal communication skills, with an ability to influence and negotiate
  • Advanced presentation skills with an ability to tailor delivery to diverse audiences
  • Quickly learns and adopts new approaches and techniques
  • Strong multitasking skills with an ability to prioritize competing deadlines
  • Teamwork & Conflict Resolution
  • Travel to partner site and customers required
  • Restricted holiday in March and month end


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

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