Job Description
Role Summary
The MSP Channel Account Executive (mCAE) is accountable for managing strategic MSP partners. They are responsible for recruiting, onboarding, and developing joint business plans with partners to hit revenue and profitability target by growing customer renewals, and cross-sell and upsell and new logo business development.
What You Will Do
Owns MSP partner recruitment, onboarding, and enablement, with a focus on hitting growth and billings targets for MDR, services, and next-gen product portfolio. Work with senior decision makers of the partner to identify a mutually beneficial sales strategy to support the generation of sales pipeline and sustainable growth and profitability, Build and maintain strong and sustainable relationships with assigned partners to expand sales by building business plans including account penetration strategy and profitability targets.Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of the sales cycle with insight into key opportunities and regular reporting.Build marketing plans to drive incremental sales pipeline ensuring high return on investment from activities like lead gen campaigns, events (virtual and physical), and industry conferences.Coordinate the involvement of Sophos staff, including product management, sales, SE, support, service, and management resources in order 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 and identify new business and cross-sell opportunities.Ensure the Sophos Sales Centre of Excellence is proactively engaged to manage processes to progress and close of sub-100 user 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.Resolve conflicts arising with and between partners by negotiating with partners, customers, and internal representatives.What You Will Bring
3-5 years of channel sales and territory management in the MSP, networking, or security sectorsExperience building successful business and marketing plansUnderstanding of the technology channel eco-system and the business model of different types of channel partners (VAR/MSP etc.)Strong understanding of the MSP business model and aligning solutions with services.Adept at account management and business partner techniques with strong interpersonal, active listening, discovery, and qualification skillsSolid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantageExperience of translating market trends and customer issues and needs into business opportunities for partnersAbility to thrive in a team selling environment, winning together outlook with the ability to build relationships and influence via email, telephone, and in personExcellent organizational skills and ability to prioritize and manage multiple tasks at once.
