Senior Channel Account Executive

Makati City, National Capital Region (NCR), PH, 1225


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

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.


Main Duties


  • Maintain relationship with existing platinum and named 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.
  • Works with partners to meet individual and country target
  • Responsible for accepting and placing orders for named partners
  • Responsible for orchestrating between customers/partners and Sophos internal resources in technical support cases and conflict management.
  • Travel to partner site and customers required
  • Restricted holiday in March and month end
  • Reports to the Country Sales Manager


Skills and Experience


  • At least 5 years experience in sales role
  • Strong communication skills – verbal and written
  • Telephone sales
  • Working with spreadsheets and other business tools
  • Working towards a sales target
  • Building mutually beneficial business relationships
  • Working with a high volume of customers or resellers
  • Proactive outbound calling in previous roles
  • IT security background
  • Working to structured sales processes
  • Working in an IT/Channel sales environment
  • Influencing Resellers to increase sales
  • Previous use of CRM system
  • Working within a channel sales environment
  • The ability to be technically adept to have a deeper understanding of the Sophos product portfolio
  • Influencing 
  • Quickly learns and adopts new approaches and techniques
  • Handling multiple priorities effectively
  • Teamwork
  • Conflict handling
  • Presentation skills
  • Negotiation
  • Adaptability
  • Tenacity
  • Persuasiveness    
  • Highly motivated and driven    
  • Aggressive in their desire to succeed    
  • Planning and organising    
  • Active Listening    
  • Resilience    
  • Initiating action    
  • Problem solving    


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.

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