About the role

Channel Account Executive at Sophos managing high-growth partners to maximize revenue and expand accounts. Collaborating with strategic teams to achieve mutual growth objectives through effective planning and execution.

Responsibilities

Partner Relationship Management: Building and maintaining strong, strategic relationships with high-value partners.
Business Planning: Collaborating with partners to develop joint business plans that outline clear objectives, sales targets, and growth strategies.
Pipeline Development: Proactively identifying opportunities within the partner’s pipeline and providing guidance to ensure successful deal closure.
Revenue Growth: Driving the acquisition of new customers and the expansion of existing accounts through cross-sell and up-sell opportunities.
Performance Metrics and KPIs: Setting clear, data-backed KPIs for partners, tracking their progress toward these goals.
Sales Enablement: Providing partners with the necessary tools, training, and support to succeed in selling Sophos products and services.
Market Intelligence: Staying informed about market trends, customer needs, and competitor activities to ensure competitiveness.
Reporting and Forecasting: Regularly tracking performance against targets and reporting outcomes to management.
Performance Management: Regularly assessing partner performance, providing constructive feedback, and implementing corrective actions.
Marketing Collaboration: Working closely with the partner’s marketing teams to develop and execute joint marketing campaigns.

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).

Sophos operates a remote-first working model, making remote work the primary option for most employees.
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