Channel Account Executive - MSP

Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.

 

Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.

 

Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

The MSP Channel Account Executive (MSP CAE) is responsible for recruiting, onboarding, and enabling partners within our MSP program. Additionally, the MSP CAE drives business growth across all MSP partners and serves as a subject matter expert on MSPs, supporting the Channel team in both Growth and Strategic MSP initiatives.

 

This Channel Account Executive - MSP will cover the following states (and should reside in one of these regions): Washington, Montana, Oregon, Nevada, Texas, Colorado, Utah

Owns MSP partner recruitment, onboarding, and enablement, with a focus on hitting growth and billings targets for MSP Flex billings and hardware through MSP Flex partners

Work within all levels of MSP to integrate Sophos as a part of their service offerings

Build marketing plans with the marketing team to drive recruitment of MSPs via Distribution and to drive an incremental sales pipeline, ensuring high return on investment from activities like lead gen campaigns, events (virtual and physical), and industry conferences

Enable MSPs to take full advantage of Sophos' comprehensive solution and services portfolio to improve their own security protection and response, as well as their customers

Coordinate the involvement of Sophos staff, including product management, sales, SE, support, service, and management resources to meet partner performance objectives and partner expectations

Motivate, educate, and ensure Partner sales and technical staff are go-to-market ready, provide access to certification and training materials, and develop an enablement plan

Experience in a channel sales environment, preferably 5 to 7 years.

Telephone sales skills and proactive mentality

Good working knowledge of the sales process

Previous knowledge of Salesforce

Understand the MSP channel ecosystem

Excellent verbal & written communication skills

Personal organizational skills and time management, especially prioritization

Understanding that the partner is essential to the sales success

Good MS Office knowledge and Salesforce

Excellent presentation skills 

Experience in selling security solutions

Understanding of the software market

Affinity with marketing and lead development

Understanding the channel sales ecosystem