Senior Account Executive

About the Company

Sophos is a global cybersecurity leader protecting 600,000 organizations with an AI-powered security platform supported by specialist services. The company helps customers at every stage of their security journey, combining automation, machine learning, real-time threat intelligence, and human expertise from Sophos X-Ops to provide continuous monitoring, detection, and response.

The organization delivers managed detection and response (MDR) along with a broad set of security offerings across endpoint, network, email, and cloud protection, plus XDR, identity threat detection and response (ITDR), and next-generation SIEM. These solutions are backed by expert advisory services to help businesses lower risk and respond quickly with the visibility and scale required to stay ahead of modern threats.

Sophos works through a worldwide partner ecosystem that includes MSPs, MSSPs, resellers, distributors, marketplace integrations, and cyber risk partners. The company is headquartered in Oxford, U.K.

Role Overview

This position focuses on overseeing assigned partners within the territory, promoting Sophos products and services through key partners, and leading the channel strategy for the region.

Key Responsibilities

• Act as Sophos’ local presence in the field and help partners meet bookings targets, business goals, and product objectives across the assigned territory.
• Handle the day-to-day support needs and queries of channel partners in the territory.
• Lead the territory channel planning process, including partner capacity, recruitment, and enablement requirements across partner categories.
• Find and bring in high-value partners identified through the channel plan.
• Guide new top partners through onboarding and enablement so they can successfully market Sophos solutions.
• Ensure partners stay current on required training and certifications through regular communication and follow-up.
• Work with top territory partners on joint business planning.
• Coordinate with distribution management and distribution teams to execute the channel strategy.
• Align internal Sophos resources to support partner and distribution activities.
• Build trusted consultative relationships with key stakeholders at top partners and serve as the main point of contact to maintain partner satisfaction.

Required Background

• A relevant post-secondary qualification.
• Strong experience recruiting, onboarding, and managing channel partners in a technology setting.
• Proven ability to create territory plans and business plans.
• Understanding of security and broader software channel ecosystems.
• Working knowledge of CRM/PRM tools and forecasting systems.
• Excellent presentation and negotiation abilities.
• Fluency in the local language and English.

Additional Information

Sophos uses a remote-first working model, which means remote work is the default for most roles. Some positions may still require a hybrid setup. Applicants must already have legal authorization to work in the country where the role is based, without employer sponsorship.

The company emphasizes innovation, collaboration, diversity, inclusion, community involvement, sustainability, fitness, trivia activities, and employee wellbeing through initiatives such as volunteer days, sustainability programs, wellbeing days, and monthly wellbeing webinars.

Commitment to Equality

Sophos states that it is committed to an inclusive workplace and equal opportunity for all applicants. Hiring decisions are made without regard to gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity, or sexual orientation. Candidates can request adjustments to the recruitment process if needed.

Data Protection and Hiring Process

Any CV or personal information shared with Sophos may be retained for 12 months in line with its privacy policy and may be used by the recruitment team to consider the applicant for this or other suitable opportunities. Applicants may request updates or deletion of their data as outlined in the privacy policy.

The hiring process may involve artificial intelligence tools to support tasks such as resume review, application screening, or response assessment. These tools assist recruiters but do not replace human judgment, and final hiring decisions are made by people.