Channel Account Manager

Sydney, NSW, AU, 2040


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

Sophos is undergoing strong growth and partners are at the core of everything we do.
Your role is to engage with the existing distributors, partners to Sophos and show them how we can add to their customer value propositions in meaningful and profitable ways. You will be responsible for growing Sophos customers through renewal of existing licenses, upgrading and cross-selling.  You will work closely with our distributors’, partners, presales team and the wider Sophos sales team, who have goals aligned to yours. 
This role is based in Sydney.
Main Duties
•    Achieve bookings quota in the assigned territory 
•    Provide accurate forecasting and activity relating to opportunities through salesforce.com
•    Co-sell in assigned territory with partners, using existing internal resources e.g. pre-sales
•    Develop and share territory plans, manage customer and partner relationships, execute on plan and measure success 
•    Manage deal registrations and new partner applications for assigned territory
•    Consistently articulate Sophos’ value proposition to partners to develop cross sell and upgrade opportunities for Sophos and the partner. 
•    Communicate to ensure your partners remain up to date on all necessary promotions, programs, marketing, training and certifications
•    Cultivate strong consultative relationships with key individuals at your best developing partners 
•    Maintain a solid understanding of business factors that are a priority to your partners and customers. (pain points, investment areas, profitability factors, etc)
•    Identify education needs and facilitates continuous education of partners & customers 
•    Support distribution and external Channel Account Executives around day to day tasks such as quoting or query resolution 
•    Manage a high volume of communication with partners and customers daily over the phone and email
•    Be able to run webinar demonstrations on Sophos partner tools and Central 
•    Present to a high standard on Sophos GTM and value proposition 

Skills & Experience


•    Minimum 3-5 years of relevant channel experience in IT-Market
•    Demonstrated ability to build and develop relationships within partners at all levels 
•    Proven track record in achieving channel sales goals
•    Strong capability to manage multiple competing priorities and problem solve effectively 
•    Phone sales experience

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.