Channel Account Manager

Milan, IT, 20125


Channel Account Manager (Inside Sales)

Job Purpose


  • Being the first contact point of selected existing and new Partners of the assigned territory, improving their commitment on Sophos through the development of their sales and technical competencies, following the guidelines of the Sophos Channel Program
  • Work with Sophos Partners of the assigned territories driving the sales cycle of small business opportunities


Main Duties

  • Profile and qualify selected existing and new partners, with the goal to identify those with the highest potential and commitment towards Sophos
  • Drive the assigned partners to follow all the Enablement paths mentioned into the Sophos Channel Program
  • Drive the sales cycle of Partners’ Volume Small Business opportunities of the assigned territory, working either with Partner and when necessary with end users
  • Provide fast response times to quote requests and queries
  • Identify upsell and cross sell opportunities and work with your partners to close
  • Ensure partners deal register new business opportunities on core products
  • Develop and maintain detailed knowledge of Sophos products, services, and also that of Sophos competitors
  • Assist with partner education and training appropriate to your partner’s needs
  • Enable partners to use Sophos Partner Portal
  • Keep in contact with partner through regular calls and emails
  • Negotiate with (and through) Partners in competitive situations in order to ensure that Sophos is the preferred vendor
  • Adherence to CRM (Salesforce) ensuring all activity is logged and accurately updated 


Skills & Experiences


  • Diploma Secondary education
  • Telephone Skills
  • Previous use of CRM system
  • Familiar with Excel
  • Working in a sales or customer service environment



  • IT security industry experience
  • Working towards a sales target
  • Building mutually beneficial business relationships
  • Working with a high volume of customers or resellers
  • Salesforce knowledge
  • IT Security or Network Technical background
  • Master or Degree in Economical or Engineering Sciences

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.