Channel Account Executive

Dubai, AE, PO box 500


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.

Location: Homeoffice (Dubai) 


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

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.

Job Segment: CRM, Technology

Find similar jobs: