: Channel Account Executive - OH
3 Van de Graaff Drive
Burlington, MA 01803

Employee Testimonials

Sophos Employee Testimonial
Sophos Employee Testimonial


Job Purpose

A heavily proactive role working within a Channel team that needs to grow its business by

recruiting, qualifying, and on-boarding of new partners to drive net-new and cross-sell revenue. This incumbent will be reporting to the Sr Director of Channel Sales for the Central region.

Main Duties

  • Maintain relationship with existing to Gold and Platinum partners and work with them to ensure business retention and develop business growth through cross-selling and new business acquisition
  • Proactively identify, qualify, recruit, onboard and train newly named partners through various methods and work with them to generate new business and increase their Sophos mindshare
  • Direct end-user coverage to expand business with existing and potential customers with sizeable opportunities
  • Responsible for validating and approving deal registrations for named partners
  • Follow up leads and partner data proactively to maximize new business potential
  • Account manage partners via phone, email and on-site visits were required to ensure they receive an excellent service
  • Engage with all Sophos internal resource to ensure that partners are ‘enabled’ to sell Sophos products and support their customers
  • Negotiate with (and through) partners in competitive situations to ensure that Sophos is the preferred vendor
  • Provide information, arrange training and coach Partners to ensure that they are trained to use Sophos systems and tools (Partner Portal etc)
  • Identify and classify all partners within the CRM system to allow targeted marketing communications
  • Drive a high renewal rate through the partner’s customers through ensuring partners focus on their renewals and identify cross-sell opportunities within larger renewals, contacting the customer directly where necessary
  • Identify and utilize all relevant internal Sophos resources, escalating where necessary and managing the communication process ensuring the partner is kept informed
  • Adherence to CRM (Salesforce), business systems and activity management standards, ensuring all activity is logged and accurately updated
  • Develop and maintain detailed knowledge of Sophos products, services, and also that of Sophos competitors to a high standard.
  • Works with partners to meet individual and country target
  • Responsible for accepting and placing orders for named partners
  • Responsible for orchestrating between customers/partners and Sophos internal resources in technical support cases and conflict management.

Skills & Experience


  • Telephone sales
  • Working with spreadsheets and other business tools
  • Working towards a sales target
  • Building mutually beneficial business relationships
  • Working with a high volume of customers or resellers
  • Proactive outbound calling in previous roles
  • Strong communication skills – verbal and written
  • Influencing
  • Quickly learns and adopts new approaches and techniques
  • Handling multiple priorities effectively
  • Teamwork
  • Conflict handling
  • Presentation skills
  • Negotiation
  • Travel to the partner site and customers required
  • Restricted holiday in March and month-end

Equal Opportunities

Sophos is committed to equal opportunity in all areas of its work. All qualified applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, marital status, race, religion, color, age, disability, or sexual orientation.

If you choose to explore this opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos.  If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights.  If you have any questions about Sophos’ data protection practices, please contact [email protected].


Employee Testimonials

Sophos Employee Testimonial
Luca Besana
Channel Account Executive, Sales Si

Great company, impressive vision, and outstanding team. These are the ingredients of the Sophos recipe. Probably the best choice I’ve ever made in my life.

Sophos Employee Testimonial
Nicholas Sacchetto
Channel Account Executive, Sales

Since Day One, I realized that Sophos is a visionary company and at the same time very pragmatic. I joined a very solid team that is way ahead of the competition. What’s more, I really enjoy selling products I like.

Sophos Employee Testimonial
Abigail Igbuhay
Technical Support Engineer

To work at Sophos means to go out of your comfort zone and constantly craving for being a better you.

Sophos Employee Testimonial
James Calalo
Technical Support Engineer
It's very challenging. You will learn how to be self-reliant and be a team player at the same time.  The management recognizes the effort you exert,.  There is work-life balance and employees are friendly.