Channel Account Executive – Cloud and Technology Alliances

🕒 May 22

🇺🇸 United States – Remote

💵 $118.8k - $198k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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Sophos

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1985

🔒 Cybersecurity

☁️ SaaS

💰 Post-IPO Equity on 2021-08

Cybersecurity • SaaS

Sophos is a leading cybersecurity company that specializes in protecting businesses against advanced cyber threats. The company offers a comprehensive suite of security solutions, including endpoint protection, managed detection and response (MDR), network security, and cloud security. With a prevention-first approach, Sophos aims to stop ransomware and other cyber threats before they cause harm. Sophos provides services such as threat research, security training, and operational support to ensure robust defense against cyberattacks. Their solutions cater to various industries including finance, healthcare, government, manufacturing, and retail. The Sophos Central platform delivers centralized security management, integrating seamlessly with existing IT infrastructure to enhance security posture.

📋 Description

• 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

🎯 Requirements

• 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

🏖️ Benefits

• 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