Senior Channel Account Executive

Channel Account Executive

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.

Role Summary

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.

What You Will Do

• 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.

What You Will Bring

• 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).

In the United States, the base salary for this role ranges from $118,800 to $198,000. 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. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.

· 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. For more information on Sophos' data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos