Senior Channel Account Executive MSP

LemClosers; Oxford; Hybrid; GBP 65,000 - 98,000; Full time

Job summary

Sophos is seeking a Senior Channel Account Executive to manage our MSP partners and drive revenue growth across the UK. The role focuses on MDR opportunities, up-selling, and renewals, with full accountability for the partner journey from prospecting to close.

You will build strategic relationships across partner organizations, develop joint plans, and present business cases to C-suite stakeholders while working in a remote-friendly environment based in the UK.

Qualifications

• Bachelor's Degree required.
• Experience selling through MSPs/MSSPs and channel partners.
• Proven ability to hit revenue targets through partner programs.

Responsibilities

• Develop relationships at all partner levels to drive revenue growth and profitability, especially MSP/MDR.
• Collaborate to create joint business plans, quotes, and proposals for partners.
• Lead executive-level conversations and build compelling business cases for partners.

Skills

MSP Sales

Channel Sales

Revenue Growth

Executive Communication

Forecasting

Education

Bachelor's Degree

Job description

# Senior Channel Account Executive MSPSophos United KingdomRemoteSaaSSee your match scorePosted TodayWork TypeRemoteVerticalSaaSSourcehimalayas## About this role#### About UsSophos 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.More information is available at .Role SummaryThe Senior Channel Account Executive (MSP CAE) is accountable for managing our most strategic Sophos MSP partners.They are responsible for developing joint business plans with partners to hit revenue and profitability targets by developing new customer MSP services, MDR and next-gen portfolio opportunities, as well as new logo, up-sell, cross-sell and renewal conversations with existing customers.What You Will Do: Develop relationships at all levels across the partner to drive revenue growth and profitability; particularly for MSP and Managed Detection and Response (MDR). Gain a detailed understanding of the partners business, invest### Selling MotionProspectingChannel / PartnerSell through partners, resellers, or alliancesBuyer PersonaC-SuiteSelling to executive decision-makers### Requirements at a GlanceBachelor's Degree·Required### Typical Day — Account ExecutiveStakeholder meetings3–5/weekExecutive presentations2–3/weekBusiness cases & RFPs1–2/weekForecast & pipeline2×/weekChampion coachingDailyEstimates based on role type and selling motion — actual may vary by company.### SaaS — Interview IntelTypical Sales Cycle30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)Common Buyer Objections* \"We're locked into a contract with [competitor]\"* \"We built something in-house already\"* \"We don't have budget until next quarter\"* \"Our team won't adopt another tool\"Key Industry MetricsARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic NumberHot Topics to Reference* • AI-native product disruption* • PLG vs sales-led motion debate* • Vertical SaaS consolidation* • Usage-based pricing modelsUse these insights to speak the buyer's language in interviews.## TagsChannel-SalesPartner-SalesMSP-SalesEnterprise-SalesAccount-Management—Walk me through your discovery process.Template question—How do you handle a prospect who goes silent mid-deal?Template question—Tell me about your largest closed deal and the sales cycle.Template question—How do you build business cases for stakeholders?Template question—Describe a deal you lost and what you learned.Template questionRole InsightsThis Account Executive position at Sophos involves managing the full sales cycle from prospecting through close.SaaS sales roles typically involve consultative selling with longer deal cycles.This remote-friendly role based in GB provides geographic flexibility while maintaining access to a SaaS market.