The Senior Channel Account Executive is responsible for developing strategic plans to deepen partner engagement and drive growth in the Midmarket and enterprise sectors by aligning Sophos solutions with partners' business objectives, managing sales campaigns, and conducting business reviews.
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 centred on strategic partner enablement and long-term growth planning for partners within your territory. You will work closely with the partner's 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.
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 the IT market
- Demonstrated ability to build and develop relationships with 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
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Top Skills
Partner Relationship Management
Salesforce CRM
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