Senior Channel Account Executive

Sophos; North Carolina; Remote; USD 113,000 - 189,000; Full time

Job summary

A leading cybersecurity firm is seeking a Channel Account Executive to grow revenue by managing strategic relationships with partners. The ideal candidate will have strong relationship-building skills, expertise in B2B sales, and a thorough understanding of CRM tools. This role offers a competitive salary ranging from $113,400 to $189,000, with target sales commissions and a remote-first work model.

Benefits

Remote-first working model

Comprehensive benefits package

Employee-led diversity networks

Qualifications

• Strong relationship-building skills to align solutions with partner goals.
• Expertise in influencing and managing partner accounts.
• Proficient in analyzing sales data and market trends.

Responsibilities

• Build and maintain strong relationships with high-value partners.
• Collaborate to develop joint business plans and sales strategies.
• Drive acquisition of new customers and expansion of existing accounts.

Skills

Relationship-building

B2B sales knowledge

CRM and BI tool expertise

Negotiating skills

Analytical skills

Tools

Salesforce

Job description

About Sophos

Sophos is a global leader and innovator of advanced security solutions. The company provides an MDR and other security services with a broad portfolio including endpoint, network, email, and cloud security. Sophos sells solutions through reseller partners, MSPs and MSSPs worldwide, defending organizations from cyber threats. For more information, visit www.sophos.com.

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, focusing on new logo acquisition and cross-sell opportunities. The position requires strong collaboration with partners to achieve mutual growth objectives.

What You Will Do

• Partner Relationship Management: Build and maintain strong, strategic relationships with high-value partners
• Business Planning: Collaborate with partners to develop joint business plans with objectives, sales targets, and growth strategies
• Pipeline Development: Identify opportunities within the partner’s pipeline and guide deals to closure, pursuing new business and renewals
• Revenue Growth: Drive acquisition of new customers and expansion of existing accounts through cross-sell and up-sell
• Performance Metrics and KPIs: Set and track data-backed KPIs for partners; use data to drive performance reviews and adjust plans as needed
• Sales Enablement:Provide partners with tools, training, and support to succeed in selling Sophos products and services
• Market Intelligence: Stay informed about market trends, customer needs, and competitor activities to remain competitive
• Reporting and Forecasting: Track performance against targets and report outcomes to management, adjusting strategies as needed
• Performance Management: Assess partner performance, provide feedback, and implement corrective actions or additional support as necessary
• Marketing Collaboration: Work with partner marketing teams on joint campaigns, promotions, and events to drive awareness and demand
• Cross-Functional Collaboration: Collaborate with internal teams (sales, marketing, product management, support) to align and support 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 $113,400 to $189,000. In addition to the base salary, there is a component for target sales commissions alongside a comprehensive benefits package. A candidate’s specific pay within this range will depend on factors including job-related skills, training, location, experience, education, certifications, and business needs.

Ready to Join Us?

At Sophos, we value diverse perspectives and believe unique experiences can enhance our team. We encourage applicants to apply even if they do not check every box in a job description.

What’s Great About Sophos?

• Sophos operates a remote-first working model; some roles may require hybrid arrangements. Applicants must have legal authorization to work in the posting jurisdiction without employer sponsorship.

• Our people innovate with a sense of fun and team spirit

• Employee-led diversity and inclusion networks, community advocacy, and volunteering initiatives

• Global sustainability and wellbeing programs for employees

• Regular wellbeing webinars and training

Data Protection

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