Job Description
Role Summary
The Channel Account Executive (CAE) plays a key role in driving growth by managing Sophos' high-growth, high-potential regional and national partners. The CAE is tasked with developing and executing strategic joint business plans with these partners to maximize revenue generation, specifically focusing on new logo acquisition and cross-sell opportunities. This position requires strong collaboration with partners, ensuring both sides work together to achieve mutual growth objectives.
What You Will Do
Partner Relationship Management: Building and maintaining strong, strategic relationships with high-value partners.Business Planning: Collaborating with partners to develop joint business plans that outline clear objectives, sales targets, and growth strategies.Pipeline Development: Proactively identifying opportunities within the partner’s pipeline and providing guidance to ensure successful deal closure, ensuring that both new business and renewals are effectively pursued.Revenue Growth: Driving the acquisition of new customers and the expansion of existing accounts through cross-sell and up-sell opportunities.Performance Metrics and KPIs: Setting clear, data-backed KPIs (Key Performance Indicators) for partners, tracking their progress toward these goals, and using this data to drive performance reviews, provide actionable feedback, and adjust partner-specific business plans as necessary.Sales Enablement: Providing partners with the necessary tools, training, and support to succeed in selling Sophos products and services.Market Intelligence: Staying informed about market trends, customer needs, and competitor activities to ensure Sophos and its partners stay competitive.Reporting and Forecasting: Regularly tracking performance against targets and reporting outcomes to management, while adjusting strategies as needed.Performance Management: Regularly assessing partner performance, providing constructive feedback, and implementing corrective actions or additional support where necessary to meet business goals.Marketing Collaboration: Working closely with the partner’s marketing teams to develop and execute joint marketing campaigns, promotions, and events that drive customer awareness and demand for Sophos solutions.Cross-Functional Collaboration: Working alongside internal teams such as sales, marketing, product management, and support to ensure alignment and support for partner-driven initiatives.What You Will Bring
Strong relationship-building skills to align Sophos solutions with partner goals.Expertise in influencing, negotiating, and managing partner accounts for mutual success.Deep B2B sales knowledge, including new business generation and cross-selling.Proven ability to set and achieve sales targets through strategic account management.Skilled in long-term business planning with a focus on sustainable, profitable growth.Proficient in analyzing sales data, market trends, and performance metrics.CRM and BI tool expertise (e.g., Salesforce) for tracking, forecasting, and optimization.Excellent communication and presentation skills for internal and external stakeholders.Strong organizational skills to manage multiple accounts, pipelines, and deadlines.Experience handling partner conflicts and aligning cross-functional teams for success.Deep cybersecurity industry knowledge and ability to adapt to market shifts.Persistence, flexibility, and willingness to travel (~50% or more).
