Channel Account Executive – MSP

Sophos; United States; Remote; USD 80,000 - 135,000; Full time

Job summary

An innovative firm is seeking a dynamic MSP Channel Account Executive to lead partner recruitment and business development. This role is pivotal in fostering relationships with Managed Service Providers to drive growth and profitability. You will be responsible for crafting strategic business plans, managing sales forecasts, and ensuring partner engagement. The company champions a remote-first work culture, promoting diversity and innovation while offering a comprehensive benefits package. If you're passionate about cybersecurity and thrive in a collaborative environment, this opportunity is perfect for you.

Benefits

Remote-first working model

Employee-led diversity networks

Annual charity initiatives

Global sustainability initiatives

Wellbeing webinars

Fitness competitions

Volunteer days

Qualifications

• 3-5 years of experience in channel sales and territory management.
• Strong understanding of the MSP business model and technology channel eco-system.

Responsibilities

• Manage strategic MSP partners to achieve revenue and profitability targets.
• Build and maintain relationships with partners to expand sales.

Skills

Channel Sales

Territory Management

Account Management

Interpersonal Skills

Technical Acumen

Cybersecurity Knowledge

Business Development

Education

Bachelor's Degree

Job description

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, and other everyday 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 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 $80,400 to $134,400. 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.
• 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.

Data Protection

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