Channel Account Executive – Cloud and Technology Alliances

🕒 Maio 22

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $118.800 - $198.000 / ano

⏰ Tempo Integral

🟡 Pleno

🟠 Sênior

🧑‍💼 Executivo de Contas

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Sophos

SiteLinkedInTodas as Vagas

1001 - 5000 funcionários

Fundada em 1985

🔒 Cibersegurança

☁️ SaaS

💰 Post-IPO Equity em 2021-08

Cybersecurity • SaaS

A Sophos é uma empresa líder em cibersegurança que se especializa em proteger empresas contra ameaças cibernéticas avançadas. A companhia oferece um portfólio abrangente de soluções de segurança, incluindo proteção de endpoints, Managed Detection and Response (MDR), segurança de rede e segurança em nuvem. Com uma abordagem focada em prevenção, a Sophos busca interromper ransomware e outras ameaças cibernéticas antes que causem danos. A Sophos fornece serviços como pesquisa de ameaças, treinamento em segurança e suporte operacional para garantir uma defesa robusta contra ciberataques. Suas soluções atendem a diversos setores, incluindo finanças, saúde, governo, manufatura e varejo. A plataforma Sophos Central oferece gestão centralizada de segurança, integrando-se perfeitamente à infraestrutura de TI existente para aprimorar a postura de segurança.

Descrição

• Own and deliver against a marketplace and alliances revenue quota, including pipeline creation, acceleration, and closed revenue • Drive measurable revenue growth through hyperscaler marketplaces and strategic technology alliance partnerships • Build, manage, and forecast a partner-sourced and partner-influenced pipeline in close collaboration with regional sales teams • Lead co-sell, co-marketing, and referral motions with hyperscalers and aligned technology alliance partners to support quota attainment • Develop compelling partner-facing value propositions and sales plays in partnership with Product Marketing • Partner cross-functionally with Sales, Marketing, Partner, and Product teams to align alliance execution with regional GTM priorities and revenue goals • Cultivate and manage executive and field-level relationships within hyperscalers and technology alliance partners to drive deal engagement and field alignment • Execute marketplace GTM motions including private offers, joint offerings, and co-branded campaigns with resellers and technology partners • Accurately track, forecast, and report marketplace-driven pipeline and revenue, ensuring strong inspection, cadence, and predictability • Enable and influence regional sales teams through co-sell training, deal strategy sessions, and joint account planning • Represent the company in joint business reviews, pipeline calls, partner summits, and industry events to drive deal momentum and partner commitment • Ensure operational rigor, CRM hygiene, and visibility across partner-driven opportunities from creation through close

🎯 Requisitos

• 4+ years of experience in cloud, marketplace, or technology alliance roles with direct or influenced revenue responsibility • Proven success carrying and achieving revenue targets in a partner-led or co-sell environment • Strong ability to build trusted relationships with partner sales teams and internal field organizations • Deep understanding of hyperscaler ecosystems and marketplace sales motions • Track record of managing complex partnerships that result in measurable pipeline and closed revenue • Commercial mindset with the ability to engage directly in deal execution, negotiation, and sales alignment • Excellent communication skills and the ability to influence across functions, levels, and regions • Self-starter who thrives in a fast-paced, outcome-oriented, global environment • Hands-on experience with AWS and Microsoft Azure Marketplaces, including private offers and co-sell motions • Background working with ISVs or SaaS companies scaling revenue through hyperscaler alliances • Prior channel, marketplace, or partner-led sales experience • Experience working with Salesforce or similar CRM tools for pipeline and forecast management

🏖️ Benefícios

• 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