Senior Channel Account Executive MSP

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 (MSP CAE) is accountable for managing our most strategic Sophos MSP partners. They are responsible for developing joint business plans with partners to hit revenue and profitability targets by developing new customer MSP services, MDR and next-gen portfolio opportunities, as well as new logo, up-sell, cross-sell and renewal conversations with existing customers.

Develop relationships at all levels across the partner to drive revenue growth and profitability; particularly for MSP and Managed Detection and Response (MDR). Gain a detailed understanding of the partners business, investment areas, and profitability factors to positively influence the joint business plan, that drives incremental opportunities to deliver outstanding growth for the partner and Sophos. Strong analytical skills, and demonstrated ability to turn detailed data analysis into useful strategic insight in order to drive customer adoption and make appropriate recommendations to the business - Establish ways to measure and track metrics related to adoption of our solutions and to make improvements to the approach based on those measurements Enable partners to take full advantage of Sophos’ comprehensive solution and services portfolio to improve their customer’s 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, services 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.

Experience of MSP Partner Management in UK, Ireland and Nordics - Minimum 8+ years Working experience of developing business plans and service offerings with MSPs Understand RMM/PSA platforms and integrating commercial models Ability to think strategically and long-term, takes ownership and has business leadership to meet the needs of a dynamic Partnership Develop and execute on a joint Partner business plan that drives our mutual business in line with Sophos short and long term aspirations. Track record of exceeding expectations in a team focused, quota carrying role, consistently exceeds quota and key performance metrics Proven track record of Building and fostering key C-level/Exec relationships, internally and within Strategic Partners and is comfortable interacting at all levels of the organization Proven track record of achieving and exceeding territory partner sales quotas and a proven record in Partner Driven Net New and Customer New business sales Engages easily and uses effective questioning and active listening to gather relevant information. Focuses on understanding desired outcomes and showing value for Sophos, partners, and customers Demonstrated earning trust with internal stakeholders and drives for results through others, excellent verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations Facilitates strong business partnerships to secure buy-in to plans to move Sophos and Partners towards desired goals. Understanding of the target market and its dynamics - Extensive sales experience across all customer sizes and sectors Small, Mid, Enterprise and Public Sector Excellent communication skills, including written, verbal, and presentation abilities Ability to quickly learn and adapt to new approaches, tools, and techniques Strong conflict management skills when working with customers, partners, and internal stakeholders Experience supporting and collaborating with virtual and cross functional teams Strong numerical aptitude Well-developed analytical skills High level of commercial awareness and business acumen Coaching and mentoring capability