Senior National Channel Account Executive

Burlington, MA, US, 01803


Sophos makes IT security simple with next-generation solutions that protect networks, servers, and devices, wherever they are. Today, more than 100 million users in 150 countries and a global network of channel partners trust Sophos to deliver simple solutions to complex security challenges. Focused on innovation and backed by a global network of Sophos Labs threat intelligence centers and industry-leading support, Sophos delivers solutions that are simple to deploy, maintain, and manage, enabling organizations to focus on performance and growth. Sophos — Security made simple


Job Purpose

As Channel Account Executive you are responsible for managing and enabling partners in the assigned territory. Developing and maintaining existing/new relationships with partners in the territory. 


Location: Texas (Home office-based)


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 and sell Sophos solutions and identify and involve other decision influencing departments like sales, finance, marketing and consulting.
  • 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 

  • Relevant post-secondary education
  • Several years of sales 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
  • Adapt in dealing with all levels within an organization to achieve objectives & team goals
  • Excellent relationship management and ability to address conflicts
  • Understanding of financial management/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


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: Consulting, CRM, Technology

Find similar jobs: