Channel Account Executive

Description:

Sophos is a worldwide leader and innovator of advanced cybersecurity solutions, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies that help organizations defeat cyberattacks. As one of the largest pure-play cybersecurity providers, Sophos defends more than 500,000 organizations and more than 100 million users globally from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through its cloud-based Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed, turnkey security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

The role is responsible for managing all assigned partners in territory, recruiting and promoting Sophos and Sophos’ products and services through assigned (top) partners, as well as driving the territory channel strategy.

What You Will Do:
 

• Be Sophos’ ‘on the ground’ presence to support all partners to achieve bookings quota and business and product targets in the assigned territory
• Manage all day-to-day queries for channel partners in the assigned territory
• Drive territory channel planning process (define capacity, recruitment, and enablement requirements for all partner types)
• Identify and recruit top partners as defined by the channel planning process
• On-board and enable top partners to ensure partner success in marketing all Sophos solutions
• Communicate and follow up to ensure top partners remain up to date on all necessary training and certifications
• Conduct joint-business planning with top territory partners
• Align with distribution manager and distribution to get channel strategy implemented
• Align Sophos resources to support distribution partner activities
• Cultivate strong consultative relationships with key individuals at top partners and act as single point of contact to ensure satisfaction of top partners
   

What You Will Bring:

• Relevant post-secondary education
• In depth experience of recruiting, onboarding and managing channel partners in a technology environment
• Experience of developing territory and business plans
• Knowledge of security and general software channel ecosystems
• Familiarity with CRM/PRM and forecasting systems
• Strong presentation and negotiation skills
• Arabic language and fluent English language skills