Channel Account Manager – MSP

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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

• Recruit and onboard new MSP partners into the Sophos MSP program • Activate dormant or low-performing partners into revenue-generating MSPs • Drive partner progression through MSP tiers (e.g., Flex to advanced programs) • Help partners build profitable managed security practices aligned to recurring revenue models • Own monthly recurring revenue (MRR) growth across assigned MSP partners • Drive cross-sell and attach of key solutions (Endpoint, MDR, Email, Firewall) • Increase consumption within the MSP Flex billing model (usage-based growth) • Execute territory plan with clear targets across: • - New partner activation • - Revenue growth • - Product attach rates • Deliver structured onboarding for new MSP partners (tools, billing, positioning) • Conduct regular business reviews with top partners • Promote certifications and training to ensure partner readiness • Educate partners on: • - MSP business models • - Sophos differentiation and value proposition • - Sales plays and GTM campaigns • Manage a high volume of partners and opportunities with strong prioritization • Maintain accurate pipeline, forecasting, and activity tracking in Salesforce • Drive deal velocity through: • - Distributor alignment • - Presales collaboration • - Fast turnaround on quoting and deal registration

🎯 Requirements

• 3–5 years of experience in channel sales, inside sales, or partner development • Experience working in high-volume SMB or mid-market environments • Exposure to IT, cybersecurity, or SaaS consumption models • Experience working with MSPs, resellers, or subscription-based business models (Desirable) • Understanding of recurring-revenue or consumption-based sales (MRR mindset) (Desirable) • Experience working with distributors in APJ/ASEAN markets (Desirable) • Familiarity with CRM systems (Salesforce) and partner pipelines (Desirable)

🏖️ Benefits

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