Senior Channel Account Executive

Senior Channel Account Executive

Requirements

• 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).

Responsibilities

• Building and maintaining strong, strategic relationships with high-value partners.
• Collaborating with partners to develop joint business plans that outline clear objectives, sales targets, and growth strategies.
• 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.
• Driving the acquisition of new customers and the expansion of existing accounts through cross-sell and up-sell opportunities.
• 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.
• Providing partners with the necessary tools, training, and support to succeed in selling Sophos products and services.
• Staying informed about market trends, customer needs, and competitor activities to ensure Sophos and its partners stay competitive.
• Regularly tracking performance against targets and reporting outcomes to management, while adjusting strategies as needed.
• Regularly assessing partner performance, providing constructive feedback, and implementing corrective actions or additional support where necessary to meet business goals.
• 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.
• Working alongside internal teams such as sales, marketing, product management, and support to ensure alignment and support for partner-driven initiatives.

Preferred Qualifications

No preferred qualifications provided.