Channel Account Executive – MSP

About Us

Sophos is a worldwide leader and innovator of advanced cybersecurity solutions, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies that help organizations defeat cyberattacks. As one of the largest pure-play cybersecurity providers, Sophos defends more than 500,000 organizations and more than 100 million users globally from active adversaries, ransomware, phishing, malware, and more. Sophos' services and products connect through its cloud-based Sophos Central management console and are powered by Sophos X-Ops, the company's cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed, turnkey security solutions. Customers can also manage their cybersecurity directly with Sophos' security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos' services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at

Role Summary

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.

What You Will Do

• 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 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 is 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 partners, customers, and internal representatives

What You Will Bring

• 3-5 years of 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

In the United States, the base salary for this role ranges from $104,000 to $173,000. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate's specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.

Ready to Join Us?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.

What's Great About Sophos?

· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.

· Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit

· Employee-led diversity and inclusion networks that build community and provide education and advocacy

· Annual charity and fundraising initiatives and volunteer days for employees to support local communities

· Global employee sustainability initiatives to reduce our environmental footprint

· Global fitness and trivia competitions to keep our bodies and minds sharp

· Global wellbeing days for employees to relax and recharge

· Monthly wellbeing webinars and training to support employee health and wellbeing

Our Commitment To You

We're proud of the diverse and inclusive environment we have at Sophos, and we're committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.

Data Protection

If you choose to explore an 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 Privacy Policy 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 follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos' data protection practices, please contact