Senior Channel Account Executive

Singapore, SG, 68804


Sophos Overview – Cybersecurity Evolved 
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 is headquartered in Oxford, U.K. More information is available at www.sophos.com.




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. This incumbent will be reporting to the Senior Manager, Enterprise Sales. 



Main Duties

•    Develop and maintain detailed knowledge of Sophos products, services and also that of Sophos competitors to a high standard.
•    Maintain and develop executive relationships with named partners via email, phone and face to face, where appropriate 
•    Keep business plans and conduct regular Partner business reviews with named partners   
•    Accelerate customer retention, growth of cross sell and new customer acquisition through partner activity 
•    Provide information, arrange training and coach Partners to ensure that they are trained to use Sophos systems and tools (Partner Portal etc) and can articulate the Sophos GTM 
•    Adherence to CRM (Salesforce, Clari etc.), business systems and activity management standards, ensuring all activity is logged and accurately updated. Eg. Partner/Customer contacts, opportunity forecasting
•    Facilitate technical enablement, certification of named partners to ensure alignment to local sales and product strategy
•    Spend 30% of time developing and executing prospecting activities through named partners. For example, account mapping, MDF activity, call blitz, offers/promotions 
•    Achieve customer territory target 
•    Conduct a min of 10 customer meetings per week to ensure customer retention and migration to latest Next Gen Sophos products or services 
•    Facilitate technical security assessments and product demo’s to ensure customer awareness and satisfaction 



Skills & Experience

•    Working towards a sales target
•    Building mutually beneficial business relationships
•    Working with a high volume of customers or partners 
•    Proactive outbound calling in previous roles
•    Strong communication and presentation skills – verbal and written 
•    Influencing and problem solving 
•    Handling multiple priorities effectively
•    Teamwork
•    Conflict handling and negotiation
•    Travel to partner site and customers required 
•    Restricted holiday in March and month end




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 Privacy Policy 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 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.

Job Segment: CRM, Technology