MSP Channel Account Executive, Sophos
$89.4-148.8k
In addition to the base salary, there's a component for target sales commissions
Cybersecurity-as-a-Service
Job no longer available
Cybersecurity-as-a-Service
1001+ employees
Job no longer available
$89.4-148.8k
In addition to the base salary, there's a component for target sales commissions
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
- 3-5 years channel sales and territory management in the MSP, networking, or security sectors
- Experience building successful business and marketing plans
- Understanding of the technology channel eco-system and the business model of different types of channel partners (VAR/MSP etc.)
- Strong understanding of the MSP business model and aligning solutions with services
- Adept at account management and business partner techniques with strong interpersonal, active listening, discovery, and qualification skills
- Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage
- Experience of translating market trends and customer issues and needs into business opportunities for partners
- Ability to thrive in a team selling environment, winning together outlook with the ability to build relationships and influence via email, telephone and in person
- Excellent organizational skills and ability to prioritize and manage multiple tasks at once
What the job involves
- The MSP Channel Account Executive (mCAE) is accountable for managing strategic MSP partners
- They are responsible for recruiting, onboarding, and developing joint business plans with partners to hit revenue and profitability target by growing customer renewals, and cross-sell and upsell and new logo business development
- Owns MSP partner recruitment, onboarding and enablement, with a focus on hitting growth and billings targets for MDR, services and next-gen product portfolio
- Work with senior decision makers of the partner to identify a mutually beneficial sales strategy to support the generation of sales pipeline and sustainable growth and profitability,
- Build and maintain strong and sustainable relationships with assigned partners to expand sales by building business plans including account penetration strategy and profitability targets
- Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of the sales cycle with insight into key opportunities and regular reporting
- Build marketing plans to drive incremental sales pipeline ensuring high return on investment from activities like lead gen campaigns, events (virtual and physical) and industry conferences
- Coordinate the involvement of Sophos staff, including product management, sales, SE, support, service and management resources in order to meet partner performance objectives and partner’s expectations
- Drive high renewal rates by ensuring partners focus on their renewals and build an engagement plan to align Sophos and Partner teams and identify new business and cross sell opportunities
- Ensure the Sophos Sales Centre of Excellence are proactively engaged to manage processes to progress and close of sub 100 user opportunities
- Motivate, educate and ensure Partner sales and technical staff are go-to-market ready, provide access to certification and training materials and develop an enablement plan
- Resolve conflicts arising with and between partners by negotiating with partner, customer, and internal representatives
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
$2.8m
SEED
Total funding: $2.8m
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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