Account Executive (via third party)

About Us 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.

Role Summary The role is responsible for managing all assigned partners in territory, recruiting and promoting Sophos and Sophos’ products and services through assigned (top) partners, as well as driving the territory channel strategy.

· Be Sophos’ ‘on the ground’ presence to support all partners to achieve bookings quota and business and product targets in the assigned territory · Manage all day-to-day queries for channel partners in the assigned territory · Drive territory channel planning process (define capacity, recruitment, and enablement requirements for all partner types) · Identify and recruit top partners as defined by the channel planning process · On-board and enable top partners to ensure partner success in marketing all Sophos solutions · Communicate and follow up to ensure top partners remain up to date on all necessary training and certifications · Conduct joint-business planning with top territory partners · Align with distribution manager and distribution to get channel strategy implemented · Align Sophos resources to support distribution partner activities · Cultivate strong consultative relationships with key individuals at top partners and act as single point of contact to ensure satisfaction of top partners

· Relevant post-secondary education · In depth experience of recruiting, onboarding and managing channel partners in a technology environment · Experience of developing territory and business plans · Knowledge of security and general software channel ecosystems · Familiarity with CRM/PRM and forecasting systems · Strong presentation and negotiation skills · Local language and fluent English language skills