Senior Channel Account Executive

Date: 11-Sep-2021

Location: TR, 34746

Company: Sophos Ltd

Sophos Overview – Cybersecurity Evolved

Sophos evolves to meet every new challenge, protecting more than 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs, our cloud-native and AI-enhanced solutions are able to adapt and evolve to secure endpoints and networks against never-before-seen cybercriminal tactics and techniques. Managed through our award-winning, cloud-based platform, Sophos Central, our best-of-breed products work together through our unique Synchronized Security system to share threat intelligence and respond to evolving threats. The Sophos suite of products secures networks and endpoints against automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.



Job Purpose

Responsible for managing and enabling partners in the assigned territory. Developing and maintaining

existing/new relationships with partners in the territory 



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 the 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



Special Conditions

  • Restricted holiday at quarter- and year-end and important events
  • Carrying personal/team quota



Skills & Experience


  • A minimum of 5  years 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
  • 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




  • Experience coordinating & selling security solutions
  • Experience managing specific territory 
  • Knowledge of  security software industry, including competitors, market needs and trends
  • Familiarity with Sophos solutions or similar competitive products
  • Knowledge of Salesforce



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.

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