Senior Channel Account Executive, MSP

🕒 May 7

🇬🇧 United Kingdom – Remote

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

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Sophos

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1985

💼 Consulting

🏥 Healthcare

🏭 Manufacturing

💰 Post-IPO Equity on 2021-08

Consulting • Healthcare • Manufacturing

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

• Manage Sophos’s most strategic MSP partners • Develop joint business plans with partners to achieve revenue and profitability targets • Develop new customer MSP services, MDR and next-generation portfolio opportunities • Drive new-logo, upsell, cross-sell, and renewal conversations with existing customers • Develop relationships at all partner levels to drive revenue growth and profitability • Analyze partner business, investment areas, and profitability factors to influence joint business plans • Establish and track solution adoption metrics and use analysis to improve the approach • Enable partners to use Sophos’s solution and services portfolio • Support partners in qualifying and closing complex customer deals • Manage joint business reviews and planning with defined KPIs and SMART goals • Collaborate with partners on marketing plans, lead-generation campaigns, and events • Coordinate Sophos product management, sales, sales engineering, marketing, support, services, and management resources • Drive high renewal rates and identify new-business and cross-sell opportunities • Motivate and educate partner sales and technical staff and develop enablement plans

🎯 Requirements

• Minimum 8+ years of experience managing MSP partners in the UK, Ireland, and Nordics • Experience developing business plans and service offerings with MSPs • Understanding of RMM/PSA platforms and commercial model integration • Strategic and long-term thinking with ownership and business leadership • Experience executing joint partner business plans • Track record of exceeding expectations in team-focused, quota-carrying roles • Proven C-level and executive relationship-building experience • Proven record of achieving and exceeding territory partner sales quotas • Proven partner-driven net-new and customer-new business sales experience • Effective questioning and active listening skills • Ability to understand desired outcomes and demonstrate value for Sophos, partners, and customers • Excellent verbal, written, and presentation communication skills • Ability to work effectively across internal and external organizations • Experience building strong business partnerships and securing buy-in • Extensive sales experience across small, mid-market, enterprise, and public-sector customers • Ability to learn and adapt to new approaches, tools, and techniques • Strong conflict-management skills • Experience supporting and collaborating with virtual and cross-functional teams • Strong numerical aptitude • Well-developed analytical skills • High commercial awareness and business acumen • Coaching and mentoring capability • Legal authorization to work in the jurisdiction where the position is posted without employer sponsorship

🏖️ Benefits

• Remote-first working model • Employee-led diversity and inclusion networks • Annual charity and fundraising initiatives • Volunteer days • Global employee sustainability initiatives • Global fitness and trivia competitions • Global wellbeing days • Monthly wellbeing webinars and training • Recruitment and selection process adjustments for applicants who need them