Channel Account Executive (via 3rd party)

Sophos; Makkah Region; Remote; USD 60,000 - 100,000; Full time

Job summary

An established industry player in cybersecurity is seeking a dynamic Channel Executive to drive growth in the Enterprise segment. This role involves managing relationships with key partners and clients, focusing on generating new business and maximizing customer value. The ideal candidate will possess a strong understanding of cybersecurity trends and sales strategies, along with exceptional communication skills. Join a forward-thinking company that values diversity and innovation, and help shape the future of cybersecurity solutions while enjoying a supportive and inclusive work environment.

Benefits

Remote-first working model

Employee-led diversity and inclusion networks

Annual charity and fundraising initiatives

Global employee sustainability initiatives

Global fitness and trivia competitions

Monthly wellbeing webinars

Global wellbeing days

Qualifications

• Proven success in managing and growing Enterprise accounts in cybersecurity.
• Strong understanding of the Enterprise sales cycle and multi-stakeholder processes.
• Experience working with channel partners and system integrators.

Responsibilities

• Drive growth by engaging with Enterprise customers and partners.
• Identify and acquire new Enterprise clients through strategic collaboration.
• Build strong relationships with key stakeholders to position Sophos as a trusted advisor.

Skills

Enterprise Account Management

Sales Strategy Development

Cybersecurity Knowledge

Negotiation Skills

Communication Skills

Fluency in Arabic and English

Education

Post-secondary degree in Business

Post-secondary degree in Computer Science

Post-secondary degree in Information Technology

Tools

Salesforce

Clari

PowerBI

Job description

About Us

Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other every day and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

The Channel Executive will be responsible for managing Enterprise customers through Enterprise partners and system integrators, promoting Sophos products and services, and driving Enterprise business growth in the assigned territory. A key focus of this role is to generate new logo business from Enterprise clients by working closely with partners to expand Sophos' presence and influence in the Enterprise segment.

What You Will Do:

• Act as Sophos’ strategic presence in the field to drive growth by engaging deeply with Enterprise customers and partners in the assigned territory
• Proactively identify, engage, and acquire new Enterprise clients, focusing on generating new logos through direct enterprise engagement and strategic partner collaboration
• Build strong executive-level relationships with key Enterprise stakeholders to position Sophos as a trusted cybersecurity advisor
• Manage and grow a portfolio of Enterprise accounts by understanding their cybersecurity needs, driving adoption of Sophos’ full product portfolio, and maximizing customer lifetime value
• Conduct in-depth account mapping, planning, and stakeholder alignment to develop tailored strategies for both acquisition and expansion within key Enterprise accounts
• Perform white space analysis to uncover cross-sell and upsell opportunities within existing Enterprise customers, aligning solutions to their evolving business needs
• Build and execute targeted account-based marketing (ABM) and sales campaigns in collaboration with Enterprise partners to drive demand generation and pipeline creation
• Lead complex sales cycles involving multiple stakeholders and coordinate internal Sophos resources including pre-sales, product management, and support
• Drive territory planning process, focusing on capacity building, targeted partner recruitment, and Enterprise customer coverage models
• Identify, recruit, and enable top partners and system integrators who can influence and deliver value to Enterprise customers
• Conduct joint business planning and pipeline reviews with top partners to align on Enterprise account strategies and execution plans
• Ensure partners are fully trained and certified on Sophos solutions, with a focus on Enterprise-grade capabilities and integration
• Collaborate with distribution managers to ensure smooth execution of Enterprise GTM strategy
• Maintain a healthy and accurate Enterprise pipeline using CRM tools, providing regular forecasts on new logo acquisition and expansion opportunities
• Serve as the single point of contact for critical Enterprise accounts, ensuring high levels of satisfaction, retention, and advocacy
  

What You Will Bring:

• A relevant post-secondary degree, preferably in Business, Computer Science, Information Technology, or related fields
• Proven success in managing and growing Enterprise accounts in the cybersecurity or broader technology sector, with a track record of consistently exceeding sales and growth targets
• Strong understanding of the Enterprise sales cycle, including experience navigating complex, multi-stakeholder buying processes and selling to C-level executives
• Demonstrated ability to develop and execute strategic account plans, including whitespace analysis, opportunity identification, and long-term relationship building
• Experience working with and through channel partners and system integrators to drive Enterprise pipeline and revenue
• Deep knowledge of cybersecurity technologies and trends, with the ability to map customer challenges to Sophos solutions across endpoint, firewall, MDR, email, cloud, and zero-trust
• Familiarity with tools like Salesforce, Clari, PowerBI, and other forecasting and CRM systems
• Outstanding communication, negotiation, and executive presentation skills
• A consultative, solution-selling approach with a strong customer success mindset
• Self-starter with the ability to work independently while collaborating across internal and partner teams
• Fluency in Arabic and English is mandatory to effectively engage Enterprise clients and partners across the region
  

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