Senior Channel Account Executive, Sophos
$97.8-162.6k
+ Commissions
More information about location
Cybersecurity-as-a-Service
Open for applications
Cybersecurity-as-a-Service
1001+ employees
Open for applications
$97.8-162.6k
+ Commissions
More information about location
1001+ employees
Company mission
To develop powerful and intuitive products and services that provide the world's most effective cybersecurity for organizations of any size.
Role
Who you are
- Strong relationship-building skills to align Sophos solutions with partner goals
- Expertise in influencing, negotiating, and managing partner accounts for mutual success
- Deep B2B sales knowledge, including new business generation and cross-selling
- Proven ability to set and achieve sales targets through strategic account management
- Skilled in long-term business planning with a focus on sustainable, profitable growth
- Proficient in analyzing sales data, market trends, and performance metrics
- CRM and BI tool expertise (e.g., Salesforce) for tracking, forecasting, and optimization
- Excellent communication and presentation skills for internal and external stakeholders
- Strong organizational skills to manage multiple accounts, pipelines, and deadlines
- Experience handling partner conflicts and aligning cross-functional teams for success
- Deep cybersecurity industry knowledge and ability to adapt to market shifts
- Persistence, flexibility, and willingness to travel (~50% or more)
What the job involves
- The Channel Account Executive (CAE) plays a key role in driving growth by managing Sophos' high-growth, high-potential regional and national partners
- The CAE is tasked with developing and executing strategic joint business plans with these partners to maximize revenue generation, specifically focusing on new logo acquisition and cross-sell opportunities
- This position requires strong collaboration with partners, ensuring both sides work together to achieve mutual growth objectives
- Partner Relationship Management: Building and maintaining strong, strategic relationships with high-value partners
- Business Planning: Collaborating with partners to develop joint business plans that outline clear objectives, sales targets, and growth strategies
- Pipeline Development: Proactively identifying opportunities within the partner’s pipeline and providing guidance to ensure successful deal closure, ensuring that both new business and renewals are effectively pursued
- Revenue Growth: Driving the acquisition of new customers and the expansion of existing accounts through cross-sell and up-sell opportunities
- Performance Metrics and KPIs: Setting clear, data-backed KPIs (Key Performance Indicators) for partners, tracking their progress toward these goals, and using this data to drive performance reviews, provide actionable feedback, and adjust partner-specific business plans as necessary
- Sales Enablement: Providing partners with the necessary tools, training, and support to succeed in selling Sophos products and services
- Market Intelligence: Staying informed about market trends, customer needs, and competitor activities to ensure Sophos and its partners stay competitive
- Reporting and Forecasting: Regularly tracking performance against targets and reporting outcomes to management, while adjusting strategies as needed
- Performance Management: Regularly assessing partner performance, providing constructive feedback, and implementing corrective actions or additional support where necessary to meet business goals
- Marketing Collaboration: Working closely with the partner’s marketing teams to develop and execute joint marketing campaigns, promotions, and events that drive customer awareness and demand for Sophos solutions
- Cross-Functional Collaboration: Working alongside internal teams such as sales, marketing, product management, and support to ensure alignment and support for partner-driven initiatives
Our take
Due to the fast-evolving nature of cybercrime, companies can struggle to keep their security up-to-date and resilient. Sophos provides managed cybersecurity services to identify and resolve cyberthreats within all sizes of organisations, combining cutting edge cybersecurity tech with expert support teams.
Leveraging AI and machine learning, Sophos' system automates the detection and blocking of over 99% of threats, meaning its analysts only have to hunt down and stop the most sophisticated attackers. As well as its Managed Detection and Response (MDR) product - which, serving over 15,000 customers, is the most-used on the market - the company also delivers Incident Response Services for those experiencing an active threat.
Sophos is not a new player in the cybersecurity space, but has demonstrated its dedication to innovation with continued product launches, updates, and acquisitions such as that of BAE spinout SOC.OS that have kept its tech at the front of the market. Alongside many of its peers, the effects of the economic climate have caused Sophos to cut staff as it focusses on achieving “the optimal balance of growth and profitability", but this recent hiccup does not take away from its position as a market leader continuously leading adaption in the space.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (1 round)
Jul 2020
$2.7m
SEED
Total funding: $2.7m
Company benefits
- Remote-first working model & hybrid options
- We encourage teams to get together in person periodically to help facilitate teamwork
- Flexible start and end times for many roles
- Leadership development program
- Access to LinkedIn Learning
- Global internal coaching program (Coach Match)
- Periodic Sophos wellness days off for all Sophos to help employees relax and recharge
- Global wellbeing program, which offers a range of wellbeing resources, including Sophos Wellbeing Webinars, Stress Management Toolkits, and Developing Resilience Courses
- Free Employee Assistance Program (EAP) for confidential advice and counseling on a wide range of work and personal issues
- Free annual subscription to the Calm app
- Paid parental leave, caregiver leave & bereavement/compassion leave available
- We host some unforgettable social experiences for our global teams including our music festival SOPH-Fest, go-karting, Sophmudder, and incredible holiday parties!
- Our annual global fitness challenge, SOPH-Fit, sees thousands of employees taking part in our virtual global race around the world
- Each quarter, we celebrate our exceptional global team by running the Sophos Values Awards, which recognizes and rewards employees who embody the Sophos values and who we are as a company
- Health care benefits available worldwide
Company HQ
Abingdon, UK
Leadership
Joe Sophos
(CEO)Previously Sophos's CTo. Joe is also a member of Forgepoint Capital's Cybersecurity Advisory Council, a Venture Partner at Allegis Capital and a Board Member at Venafi.
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