Channel Account Manager

Vancouver, CA, V6C 1W6

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.”

 

Job Purpose

Build a strong and meaningful relationship with specific MSP, primarily over the phone.  Make sure that the Sophos MSPs can feel the channel partnership from Sophos who can support them with training, product knowledge, marketing, up and cross sell opportunities.  Making sure that the outside and inside sales owners are well supported in their day to day job. You are the central contact who can get the right people in place to get things done. You will help MSPs grow their monthly recurring revenue and security practice leveraging Sophos’ expertise and extensive product portfolio.  MSPs expect you to have a good understanding of their business, and their day-to-day challenges, and you will work collaboratively with the MSP and internal teams at Sophos to help grow their business.  

Duties and Responsibilities

  • Process MSP Leads and Applications in Salesforce
  • Onboarding and enablement of new MSPs
  • Build relationships with MSPs and distributors 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 to ensure business development and effectiveness of marketing initiatives.
  • Constantly work to improve team mentality and channel effectiveness

Skills & Experience

Essential

  • 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 a channel sales environment
  • Telephone sales skills and proactive mentality
  • Good working knowledge of the sales process
  • Understand the MSP channel ecosystem

 Desirable

  • 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.


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