Channel Account Executive (North)

Role Summary

The Channel Account Executive is accountable for managing our most strategic Sophos partners for the North Region. They are responsible for developing joint business plans with partners to hit revenue and profitability targets by developing MDR services, MSP 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 for Sophos Product & services portfolio.
• 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 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, 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.

• 10+ years of Cybersecurity Channel Sales experience and managing a specific territory (preferably North)
• Strong experience working with Partners & Distributors in IT Security
• Experience coordinating & selling security solutions.
• Experience using Salesforce CRM or similar tools
• Prior experience on Power BI and Microsoft office
• Strong prior experience in partner presentation and enablement