Channel Account Executive, Sophos
CDW
$86.4-144k
Cybersecurity-as-a-Service
Be an early applicant
Cybersecurity-as-a-Service
1001+ employees
Be an early applicant
$86.4-144k
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
- Ability to build and nurture long-term relationships with key partners, understanding their business models, and aligning Sophos solutions to their goals
- Skill in influencing partners, aligning their goals with Sophos objectives, and negotiating mutually beneficial agreements
- Deep understanding of the sales process, particularly in a B2B environment, and experience in generating new business and cross-selling/up-selling to existing clients
- Ability to set and achieve sales targets through the effective management of partner accounts and leveraging sales opportunities
- Capability to develop and execute long-term business plans, focusing on sustainable growth with a strong emphasis on profitability
- Strong ability to analyze sales data, performance metrics, and market trends to make informed, data-driven decisions
- Proficiency in using CRM systems (e.g., Salesforce) and Business Intelligence tools to track partner performance, forecast revenue, and analyze data to optimize strategies
- Excellent verbal and written communication skills to articulate complex ideas clearly to both internal teams and external partners
- Ability to deliver compelling presentations to partners, senior management, and internal stakeholders, effectively communicating strategies, goals, and outcomes
- Organizational skills to manage multiple partner accounts, sales pipelines, and concurrent initiatives effectively, ensuring deadlines and targets are met
- Expertise in managing a sales pipeline, identifying key opportunities, and providing accurate sales forecasts
- Ability to collaborate effectively with internal teams such as marketing, sales, product management, and support to align partner strategies with overall company objectives
- Strong ability to work across different functions and align partners with the right resources to ensure their success
- Capability to address challenges and obstacles faced by partners, offering solutions that align with both their needs and Sophos' objectives
- Ability to handle partner conflicts or disputes professionally and constructively, ensuring positive outcomes for both parties
- Deep understanding of the cybersecurity industry, market trends, and competitor landscape, with the ability to apply this knowledge to create effective partner strategies
- Ability to quickly adapt to changes in the market, sales strategies, or business priorities, while maintaining focus on long-term goals
- Persistence and determination to overcome challenges, handle setbacks, and continue driving success in a dynamic environment
- Ability to prioritize tasks effectively, balancing strategic planning with day-to-day partner management to achieve business goals efficiently
- Flexibility to travel at short notice, with overnight stays or longer trips depending on partner / territory needs; ~50% or greater
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 as part of the broader CDW team
- 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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