Channel Account Manager (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.

Partner Growth and MSP Development

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

Revenue Ownership

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

Partner Engagement and Enablement

• 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

  High-velocity pipeline management

  • 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

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

 

Desirable

Experience working with MSPs, resellers, or subscription-based business models

Understanding of recurring-revenue or consumption-based sales (MRR mindset)

Experience working with distributors in APJ/ASEAN markets

Familiarity with CRM systems (Salesforce) and partner pipelines

At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.

 

·   Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.

·   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

 

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity.   We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team.  All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.  We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know. 

 

If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos.  If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights.  For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos