Senior Channel Account Executive

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 Senior Channel Account Executive manages our Growth Sophos partners in the North and East Region. They develop joint business plans with partners to meet revenue and profitability targets by building Sophos Services and Product portfolio opportunities and driving partner new-logo, upsell, cross-sell, and renewal business.

This role is to be based in Delhi

Develop relationships at all levels across the partner for the North and East regions to drive revenue growth and profitability. Build and execute business plans that identify, develop and close incremental opportunities to deliver outstanding growth for the partner and Sophos. Enable partners to take full advantage of Sophos’ comprehensive solution and services portfolio to improve their customers’ security protection and response. Directly support partners to qualify and close complex customer deals, engaging wider sales and sales engineer teams where required to gather insights and ensure accurate business forecasting. Own and manage the frequent joint business review and planning process between Partners and Sophos decision makers, incl. clearly defined KPI’s and SMART goals with agreed outcomes. Collaborate to develop marketing plans with partners to drive incremental sales pipeline, ensuring high return on investment from activities like lead gen campaigns and events. Coordinate the involvement of Sophos staff, including product management, sales, SE, marketing, support, service, and management resources to meet partner performance objectives and partner expectations. Drive high renewal rates by ensuring partners focus on their renewals and build an engagement plan to align Sophos and Partner teams, identify new business and cross-sell opportunities. 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.

8-10 years of Channel Sales experience and managing the North and East territories 3-4 years of cybersecurity selling experiecne through the channel Strong experience working with Partners & Distributors in IT Security Experience coordinating & selling security solutions. Experience using Salesforce CRM Prior experience on Power BI and Microsoft Office Strong prior experience in partner presentation and enablement