Sophos
Cybersecurity
ChannelAccountExecutiveMSP
Neural analysis suggests this role is
optimal for Mid+ candidates.
“Channel Account Executive MSP at Sophos. Skills: Partner management, Revenue growth, Sales pipeline, Business development. Develop relationships to drive revenue growth. Develop relationships to drive profitability”
What You'll Achieve.
Drive revenue growth; Drive profitability; Deliver outstanding growth for partner; Deliver outstanding growth for Sophos; Drive incremental opportunities; Improve customer security protection; Improve customer security response; Ensure accurate business forecasting; Achieve agreed outcomes; Ensure high return on investment; Drive partner sales; Drive customer new business sales; Meet partner performance objectives; Meet partner expectations; Drive high renewal rates
Industry & Context.
Data analysis; Strategic insight
What They're Looking For.
Must Have
8+ years MSP Partner Management, Develop business plans with MSPs, Understand RMM/PSA platforms, Integrate commercial models, Develop and execute joint Partner business plan, Exceed expectations in quota carrying role, Exceed quota and key performance metrics, Build and foster C-level/Exec relationships, Achieve and exceed territory partner sales quotas, Partner Driven Net New sales, Customer New business sales, Use effective questioning and active listening, Focus on understanding desired outcomes, Show value for Sophos, partners, and customers, Earn trust with internal stakeholders, Drive for results through others, Excellent verbal communication skills, Excellent written communication skills, Ability to work effectively
Nice to Have
Experience of MSP Partner Management in South Europe
What You'll Do.
Develop relationships to drive revenue growth
Develop relationships to drive profitability
Gain understanding of partner business
Gain understanding of partner investment areas
Gain understanding of partner profitability factors
Influence joint business plan
Drive incremental opportunities for partner growth
Drive incremental opportunities for Sophos growth
Establish ways to measure adoption metrics
Track metrics related to adoption
Make improvements based on measurements
Enable partners to leverage Sophos portfolio
Support partners to qualify deals
Support partners to close deals
Gather insights from sales teams
Gather insights from sales engineer teams
Ensure accurate business forecasting
Manage joint business review process
Manage joint planning process
Develop marketing plans with partners
Drive incremental sales pipeline
Ensure high ROI from activities
Coordinate involvement of Sophos staff
Meet partner performance objectives
Meet partner expectations
Drive high renewal rates
Ensure partners focus on renewals
Build engagement plan for renewals
Identify new business opportunities
Identify cross sell opportunities
Motivate partner sales staff
Motivate partner technical staff
Educate partner sales staff
Educate partner technical staff
Ensure partner sales staff are go-to-market ready
Ensure partner technical staff are go-to-market ready
Provide access to certification materials
Provide access to training materials
Develop enablement plan
How You'll Work.
Team & Collaboration
Engage wider sales teams; Engage sales engineer teams; Coordinate Sophos staff involvement; Align Sophos teams; Align Partner teams
Communication Scope
Verbal communication; Written communication
Process & Methodology
Business plans, Joint business plan, Planning process, Enablement plan
Full Job Description
## Description About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response. Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats. Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com. ## What You Will Do Develop relationships at all levels across the partner to drive revenue growth and profitability; particularly for MSP and Managed Detection and Response (MDR). Gain a detailed understanding of the partners business, investment areas, and profitability factors to positively influence the joint business plan, that drives incremental opportunities to deliver outstanding growth for the partner and Sophos. Strong analytical skills, and demonstrated ability to turn detailed data analysis into useful strategic insight in order to drive customer adoption and make appropriate recommendations to the b
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