Channel Account Manager - MSP & CSP

Dallas, TX, US


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 has major hubs around the globe. More information is available at www.sophos.com

Role Summary:

The CSP Channel Account Manager will be responsible for onboarding and enablement of Cloud Security Providers (CSP) to promote and sell the complete cloud portfolio including Cloud Optix, XG Firewall, UTM, and Intercept X for Server EDR throughout the region. The CSP CAM 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 Public Cloud business, number of active CSP partners, Marketplace and private offer billings growth, as well as the overall revenue from the sale of Sophos products and solutions from the CSP’s to their respective end-user customer base.  The CSP CAM will also drive upsell and cross-sell of Sophos services through partners.


The CSP CAM will manage the day-to-day questions and operations of the CSP Program through communication with the global organization and ensure that appropriate communication is filtered out through the region. He/she is responsible to identify product and license structure of various products and work closely with the Public Cloud CAEs and territory sales CAEs and CAMs to drive Public Cloud billings globally. The CAM will also work with other business units (e.g. Finance, SalesOps, Tax) to onboard new sites for Amazon’s enduser account and process inbound purchase orders for each site. 


Three positions are available, one in each location: Vancouver, Canada,  UK and Dallas, TX, USA


What You Will Do:

  • Effectively articulate the requirements, expectations, and benefits of the CSP, Marketplace channel program and Sophos Partner Programs to CSPs
  • Process applications and onboard/enable CSP in Salesforce and Sophos Central
  • Build and grow relationships with CSPs to accelerate growth
  • Build relationships with the internal sales and sales engineering teams
  • Align Sophos sales resources to support identified opportunities from key partners as needed
  • Develop & implement proactive initiatives, in conjunction with Marketing, to promote Sophos’ complete range of products and services to CSPs
  • Ensure all partner profile and contact information is kept up to date in order to ensure business development and effectiveness of marketing initiatives.
  • Ensure Public Cloud opportunities are kept up to date in Salesforce and in mutual sales pipelines with the Public Cloud providers
  • Onboard new sites for Amazon’s enduser account
  • Process inbound purchase orders for Amazon’s enduser account
  • Constantly work to improve channel effectiveness

            Working from the office on a fulltime basis

  • Carrying a quota


What You Will Bring:


  • Experience in a channel sales environment
  • Telephone sales skills and proactive mentality
  • Good working knowledge of the sales process
  • Previous knowledge of Salesforce
  • Understand CSP programs and channel ecosystem
  • Excellent verbal & written communication skills in local language, plus English
  • Personal organisational skills and time management, especially prioritisation
  • Understanding that the partner is essential to the sales success
  • Good MS-Office knowledge and Salesforce


  • Experience in selling security solutions
  • Understanding of the software market
  • Affinity with marketing and lead development
  • Understanding the channel sales ecosystem
  • Experience working with CSPs and telcos
  • Experience working with cloud providers (e.g. AWS, Microsoft sellers)
  • Understanding of the Public Cloud market
  • Understanding of Marketplace channel programs (procuring/consuming cloud services through Marketplaces)

What’s Great About Sophos?

  • Our people are what makes Sophos special – we demonstrate shared vision, talent, innovation, and creativity, all of which are accompanied by a great sense of fun and team spirit.
  • Employee-led diversity and inclusion groups that build community within Sophos and provide internal education and advocacy (eg. Sophos Women in Tech group to improve gender parity, encourage gender-balanced leadership, and support career progression at Sophos)
  • Sophos Environment Network and employee challenges to contribute to sustainability and reduce our environmental footprint
  • Annual commitment to charity and fundraising across our global sites and volunteer days for employees to give back to local communities
  • Global trivia competitions to keep our minds sharp
  • Global Mental Health days off work for all Sophos to help employees relax and recharge
  • Monthly employee wellbeing webinars and training to support employee health and wellbeing
  • Employee rewards and thanks, such as our free annual subscription to Calm


Our Commitment To You

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity.   We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants that can contribute to the diversity of our team.  All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.  We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.


Data Protection

If you choose to explore an 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 opportunites 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: Dallas
Nearest Secondary Market: Fort Worth

Job Segment: Cloud, Technology