Senior Channel Account Executive 1 - Brisbane based

Sophos; United States; Remote; USD 80,000 - 100,000; Full time

Job summary

A leading cybersecurity company is seeking a Channel Account Executive responsible for executing strategic plans that enhance partner engagement within the Midmarket and enterprise segments. This role requires significant experience in IT customer sales, strong relationship-building skills, and a proven track record in channel sales. Candidates must be adept at managing sales pipelines and collaborating cross-functionally to drive mutual success.

Benefits

Remote-first working model

Diversity and inclusion networks

Annual charity initiatives

Global wellbeing days

Fitness competitions

Qualifications

• Minimum 3-5 years of relevant customer sales or channel sales experience in IT-Market.
• Proven track record in achieving channel sales goals.
• Strong capability to manage multiple competing priorities.

Responsibilities

• Develop and execute strategic plans for partner engagement.
• Manage pipeline and sales campaigns for renewal and new opportunities.
• Collaborate cross-functionally with presales, marketing, and sales teams.

Skills

Customer sales experience

Relationship building

Channel sales goals

Communication skills

Strategic thinking

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

Sophos is undergoing strong growth, and our partner ecosystem is central to our success. In this role, you will be responsible for developing and executing strategic plans that deepen engagement with existing Sophos partners, with a focus on those operating in the Midmarket and enterprise space.

The Channel Account Executive position is centered onstrategic partner enablement and long-term growth planning for partners within your territory. You will work closely with the partners leadership to align Sophos solutions with their business objectives, helping them deliver greater value to their customers while driving mutual success. This includes identifying opportunities for renewal, expansion, and solution integration, but always through a lens of strategic collaboration rather than transactional selling.

You will collaborate cross-functionally with the Sophos presales, marketing, and sales teams to ensure partner strategies are well-supported and aligned with broader business goals. Your success will be measured by the strength and growth of partner relationships, the execution of joint business plans, and the overall impact on customer outcomes.

Please note that for this role, we will only be accepting candidates living within Brisbane and with full working rights in Australia

What You Will Do

• Focusing on strong growth across Commercial, Midmarket and Enterprise customers (Via Sophos Partners)
• Manage Pipeline (with a view to close) and sales campaigns to renew, upgrade and develop new logo opportunities.
• Co-sell in assigned territory with partners, using existing internal resources e.g. pre-sales
• Follow up leads and partner data proactively to maximise new business potential
• Support and roll out Sophos channel program and sales activities
• Conduct quarterly business reviews and manage key performance indicators with the top partners
• Manage a high volume of communication with partners daily over the phone and email
• Be able to run demonstrations on Sophos partner tools and Central
• Present to a high standard on Sophos GTM and value proposition
• Cultivate strong consultative relationships with key individuals at your best developing partners
• Drive enablement for all managed partner types (Strategic, Growth, MSP)
• Maintain a solid understanding of business factors that are a priority to your partners and customers. (pain points, investment areas, profitability factors, etc)
• Build high-quality marketing plans for top partners with strong ROI

What You Will Bring

• Minimum 3-5 years of relevant customer sales (or Channel Sales) experience in IT-Market
• Demonstrated ability to build and develop relationships within partners and customers at all levels
• Proven track record in achieving channel sales goals
• Strong capability to manage multiple competing priorities and problem solve effectively
• Strong communication skills
• Strategic thinking and planning skills

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