Channel Account Executive, Global Public Cloud (Remote - Dallas)

Burlington, MA, US, 01803


Job Purpose

Responsible for recruiting, qualifying, onboarding, enabling and managing the relationship of targeted partners as well supporting the Public Cloud team in driving revenue through partners.


Main Duties

  • Reports to Senior Director, Public Cloud
  • Identify and recruit new partners into the Sophos Partner Program, in addition to the Cloud Security Provider Program
  • Achieve bookings quota for all Public Cloud business by driving revenue through all partners
  • Facilitate channel engagement in support of Public Cloud sales goals
  • Achieve business targets by driving revenue through strategic accounts (where necessary)
  • Act as an overlay in the management of relationships with assigned partners
  • Support the Security Architects and Channel teams in managing their assigned partners
  • Coordinate recruitment as required by Public Cloud channel planning process
  • Organize on-boarding and enablement activities for targeted partners
  • Align Sophos sales resources to support identified opportunities from assigned territory partners
  • Cultivate strong consultative relationships and act as a primary point of contact for targeted partners to ensure partner satisfaction
  • Log all activities to maintain accuracy of CRM/PRM and forecasting systems
  • Maintain a detailed understanding of assigned partners’ business (pain points, investment areas, profitability factors, etc.)
  • Consistently articulate Sophos’ value proposition to targeted partners in order to maintain and increase Sophos’ share of each partner’s Public Cloud business
  • Effectively articulate the requirements, expectations, and benefits of the Sophos Partner Program and Cloud Security Provider Program to targeted channel partners
  • Communicate and follow up to ensure top partners remain up to date on all necessary training and certifications
  • Conduct joint business planning with top targeted partners
  • Willingness to travel a must (80%).


Skills & Experience


  • In depth experience of recruiting, onboarding and managing channel partners in a technology environment
  • Experience selling security solutions
  • Experience selling through partners to achieve quota
  • Experience of developing business plans
  • Knowledge of security channel ecosystems in the territory
  • Knowledge of Public Cloud offerings
  • Familiarity with Sophos solutions or similar competitive products
  • Familiarity with SFDC

Knowledge of security industry, including competitors, market needs and trends

Broad business background, including knowledge of basic financial, marketing and selling concepts



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.

Nearest Major Market: Boston

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