Senior Channel Sales Engineer

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 Channel-Focused Sales Engineer will act as the dedicated technical lead for a high-impact national partner, playing a critical role in driving joint success. This individual will bring strong channel experience, operate with a high degree of autonomy, and excel in a fast-paced, partner-centric environment.

 In this role, you will lead technical enablement and support pre-sales activities, leveraging your expertise in cybersecurity solutions, particularly in Managed Detection and Response (MDR), threat detection, and incident response—to help partners effectively position and sell solutions.

 Reporting to the Director of Sales Engineering – Channel, this position is ideally based in the Greater Toronto Area. You will be responsible for accelerating strategic partner growth across North America by strengthening technical capabilities, enabling partner success, and driving revenue through the effective adoption and positioning of Sophos products and services.

Partner with Channel Account Executives in driving Partner revenue growth​

Technically Develop, Train, Enable, and Manage strategic channel partners​

Track & document channel partner’s technical capabilities and identify gaps​

Understand and identify emerging portfolio trends to inform strategic product and GTM decisions​

Provide training, content, and solutions to address these gaps. ​

Effectively manage the volume technical needs of Partners by developing and delivering a programmatic, predictable, and scalable technical business model that drives growth​

Work with Marketing & CAMs/CAEs to create strategic sales plays and programs that naturally fit into our Partner’s sales motions​

Influence Partner sales engineers and account managers to sell Sophos over competition through creative events, programs, incentives, and technical sales support​

Minimum 10+ years prior sales engineering experience a must.​

A proven track record of quota achievement and demonstrated career stability​

Excellent presentation skills​

Help lead business reviews with leaders​

Competitive, Self-starter, Hunter-type mentality.​

Cybersecurity Experience​

Data Analysis, PowerBI, and GenAI skillset​

Building mutually beneficial business relationships​

Strong written and verbal communication skills, with an ability to influence and negotiate​

Quickly learns and adopts new approaches and techniques​

Strong multitasking skills with an ability to prioritize competing deadlines ​

Teamwork & Conflict Resolution​

Ability to travel as needed to support partner events or in-region collaboration