Channel Account Executive - MSP

Sophos•Washington, DC

7d•Remote

About The Position

Sophos is a global leader in advanced security solutions, now the largest pure-play Managed Detection and Response (MDR) provider after acquiring Secureworks. The company offers a comprehensive portfolio of endpoint, network, email, and cloud security solutions, all managed through the Sophos Central platform. Sophos sells its solutions worldwide through reseller partners, Managed Service Providers (MSPs), and Managed Security Service Providers (MSSPs), defending organizations against various cybercrimes. The solutions are powered by threat intelligence from Sophos X-Ops and the Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K.

Requirements

Experience in a channel sales environment, preferably 5 to 7 years.
Telephone sales skills and proactive mentality.
Good working knowledge of the sales process.
Previous knowledge of Salesforce.
Understand the MSP channel ecosystem.
Excellent verbal & written communication skills.
Personal organizational skills and time management, especially prioritization.
Understanding that the partner is essential to the sales success.
Good MS Office knowledge and Salesforce.
Excellent presentation skills.

Nice To Haves

Experience in selling security solutions.
Understanding of the software market.
Affinity with marketing and lead development.
Understanding the channel sales ecosystem.

Responsibilities

Owns MSP partner recruitment, onboarding, and enablement, with a focus on hitting growth and billings targets for MSP Flex billings and hardware through MSP Flex partners.
Work within all levels of MSP to integrate Sophos as a part of their service offerings.
Build marketing plans with the marketing team to drive recruitment of MSPs via Distribution and to drive an incremental sales pipeline, ensuring high return on investment from activities like lead gen campaigns, events (virtual and physical), and industry conferences.
Enable MSPs to take full advantage of Sophos' comprehensive solution and services portfolio to improve their own security protection and response, as well as their customers.
Coordinate the involvement of Sophos staff, including product management, sales, SE, support, service, and management resources to meet partner performance objectives and partner expectations.
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.