Manager, Channel Sales

Sydney, NSW, AU, 2040


Sophos Overview – Cybersecurity Evolved

As a worldwide leader in next-generation cybersecurity, Sophos protects nearly 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs – a global threat intelligence and data science team – Sophos’ cloud-native and AI-enhanced solutions secure endpoints (laptops, servers and mobile devices) and networks against evolving cybercriminal tactics and techniques, including automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more. The award-winning Sophos Central cloud-based platform integrates Sophos’ entire portfolio of best-of-breed products, from the Intercept X endpoint solution to the XG Firewall, into a single system called Synchronized Security. Sophos products are exclusively available through a global channel of more than 47,000 partners and Managed Service Providers (MSPs). Sophos also makes its innovative commercial technologies available to consumers via Sophos Home. The company is headquartered in Oxford, U.K., and is publicly traded on the London Stock Exchange under the symbol “SOPH.”

Job Purpose


Responsible for generating profitable revenue through managing and supporting channel sales activities within the assigned region, including sales through distributors


Lead a team of multi-disciplined Channel Sales staff to drive maximum revenue through providing support to our key partners for an assigned region.


Main Duties


Distribution Account Management & Channel Sales

  • Conduct in depth regional business planning – on an operational as well as strategic level for distribution partners
  • Responsible for the distribution rebate achievement for all assigned regional accounts and partners
  • Conduct quarterly business reviews and manage key performance indicators with the Distribution partners
  • Support and roll out Sopohs channel program and sales activities
  • Manage approval, set-up and launch of channel promotions
  • Develop and maintain relationships across all departments within the distribution partners 
  • Identify new business prospects, develop and manage with the distribution partners
  • Work with sales, technical and marketing within the Distribution Partners to identify,  develop new business and cross sell as well as ensuring a high renewals rate
  • Represent Sophos at Distribution events and give presentation
  • Develop and maintain relationships with key supporting functions (Customer Care, Licensing, Global Training, Orders, Sales Ops, Product Management, Pricing Operations, Channel Ops, Marketing, Support, Profesional Services, Fulfillment, Sales Engineers) between Sophos and the Distributor
  • Ensure optimum operational efficiencies between Sophos and Distributors
  • Resolve conflicts arising with Distribution partners by negotiating between them and internal representatives
  • Drive recruitment and enablement for all partner types
  • Manage pipeline and revenue forecasting on a regional level



  • Manage group and individual performance and productivity. Regularly evaluate individual employee job performance through 1 on 1 meetings, providing constructive suggestions for improvement and rewarding accomplishments
  • Responsible for the reporting staff sales achievement for all assigned regional accounts and partners, key performance indicators and ensuring business planning
  • Understand who the key performers are and that action is taken to recognise and reward their performance, proactively address poor performance
  • Ensure that formal staff performance reviews for all team members are conducted on a biannual basis with supplementary reviews, including talent audits, as required
  • Ensure the appropriate mixture of skills and seniority of staff – minimising single points of failure
  • Ensure that decisions on the annual salary review process are consistent between individuals
  • Ensure timely and relevant information sharing to team
  • Perceive, address and resolve potential dissatisfaction / conflicts of individuals, the team or with other departments
  • Identify the future needs of the department, both technical and non-technical and ensure that individuals receive the development, coaching and support they need
  • Manage the selection of new candidates to ensure the team is staffed appropriately against agreed selection criteria/specification and ensure that new hires are effective in their roles as quickly as possible.


Skills & Experience



  • A full clean driving license is required.
  • Readiness to do business trips as required 
  • Restricted holiday at month-, quarter- and year-end and important events.
  • Carrying a team quota


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.

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