Channel Account Executive, Sophos
MSP
More information about location
Cybersecurity-as-a-Service
Be an early applicant
Cybersecurity-as-a-Service
1001+ employees
Be an early applicant
More information about location
1001+ employees
Company mission
To develop powerful and intuitive products and services that provide the world's most effective cybersecurity for organizations of any size.
Role
Who you are
- Solid experience in 2-tier channel business, knows how this works, able to operate all tools in the background: Partner Portal, Partner Contracts, On boarding of partners, business plans for partners
- MSP & Channel Sales experience
- Telco/marketplace experience a plus
- Excellent communication and presentation skills, both written and verbal
- Desired: Additional European language
- Understanding of sales and order process
- Understanding of software license and hardware products
- Financial Acumen, Ability to understand & forecast recurring revenue model
- Knowledge of Salesforce
- Willingness to travel (up to 50%)
What the job involves
- The MSP CAE will be responsible for recruiting and onboarding Managed Service Providers (MSP) to promote and sell the complete Sophos Central and XG Firewall product offerings throughout territory
- The CAE will partner with Sales, Channel, Business Operations, and other members of the Marketing organization to become part of a core team that will drive the growth of new business and help retain and grow top service providers
- Success will be measured by the overall health and hygiene of the MSP business, productivity of active MSP partners and the associated revenue from the sale of Sophos products and solutions through the MSP’s to their respective end-user customer base
- Achieve bookings quota through MSPs in the assigned territory to achieve company goals
- Provide accurate forecasting of MSPs revenue through salesforce.com
- Recruit net new MSPs through conference participation, interaction with distribution and other means
- Onboard and enable MSPs to ensure partner success in selling and supporting all Sophos solutions
- Interact with MSPs to manage through issues with a high degree of professionalism and attentiveness
- Negotiate and manage contracts, where applicable
- Train and educate the MSP partners on all Sophos offerings
- Train and educate Sophos sales employees on the MSP business, and how to sell and support MSPs
- Communication with stakeholders in global MSP team, business unit, local marketing and sales organization in order to make price book and quote guideline
- To maintain SFDC in terms of pricing and partners and publish it for sales organization with detail inspection to keep consistency of price information across various data sources
- To develop the documents required in sales process
- To be a knowledge base of pricing and licensing structure of whole Sophos MSP products and to answer to questions from salespersons about them
Our take
Due to the fast-evolving nature of cybercrime, companies can struggle to keep their security up-to-date and resilient. Sophos provides managed cybersecurity services to identify and resolve cyberthreats within all sizes of organisations, combining cutting edge cybersecurity tech with expert support teams.
Leveraging AI and machine learning, Sophos' system automates the detection and blocking of over 99% of threats, meaning its analysts only have to hunt down and stop the most sophisticated attackers. As well as its Managed Detection and Response (MDR) product - which, serving over 15,000 customers, is the most-used on the market - the company also delivers Incident Response Services for those experiencing an active threat.
Sophos is not a new player in the cybersecurity space, but has demonstrated its dedication to innovation with continued product launches, updates, and acquisitions such as that of BAE spinout SOC.OS that have kept its tech at the front of the market. Alongside many of its peers, the effects of the economic climate have caused Sophos to cut staff as it focusses on achieving “the optimal balance of growth and profitability", but this recent hiccup does not take away from its position as a market leader continuously leading adaption in the space.
Kirsty
Company Specialist
Insights
Few candidates hear
back within 2 weeks
36% female employees
-6% employee growth in 12 months
Company
Funding (1 round)
Jul 2020
$2.7m
SEED
Total funding: $2.7m
Company benefits
- Remote-first working model & hybrid options
- We encourage teams to get together in person periodically to help facilitate teamwork
- Flexible start and end times for many roles
- Leadership development program
- Access to LinkedIn Learning
- Global internal coaching program (Coach Match)
- Periodic Sophos wellness days off for all Sophos to help employees relax and recharge
- Global wellbeing program, which offers a range of wellbeing resources, including Sophos Wellbeing Webinars, Stress Management Toolkits, and Developing Resilience Courses
- Free Employee Assistance Program (EAP) for confidential advice and counseling on a wide range of work and personal issues
- Free annual subscription to the Calm app
- Paid parental leave, caregiver leave & bereavement/compassion leave available
- We host some unforgettable social experiences for our global teams including our music festival SOPH-Fest, go-karting, Sophmudder, and incredible holiday parties!
- Our annual global fitness challenge, SOPH-Fit, sees thousands of employees taking part in our virtual global race around the world
- Each quarter, we celebrate our exceptional global team by running the Sophos Values Awards, which recognizes and rewards employees who embody the Sophos values and who we are as a company
- Health care benefits available worldwide
Company values
- Simplicity: We strive to embrace design, automation, and re-engineering across our products and business operations. We aim to create instinctive next-gen products that provide IT professionals with exactly what they need to do their jobs efficiently and effectively.
- Empowerment: We support and enable people to do great work. We trust people to take ownership, to take smart risks, and to deliver results. We encourage people to take action, to seek knowledge, and to question actions inconsistent with our mission, values, or principles.
- Passion: We care intensely about our success and our impact. We maintain high standards and continuously strive to improve. We inspire others.
- Innovation: We stay at the forefront and advance the boundaries of what is possible. If we fail, we do it quickly, learn, share the lessons learned, and move forward. We always seek better approaches to what we do.
- Authenticity: We are genuine, transparent, and honest. We admit our mistakes and strive to remain self-aware. We say what we think, even if it might be difficult.
Company HQ
Abingdon, UK
Articles
Leadership
Kris Hagerman
(CEO, not founder)Former CEO of Corel Corporation, who previously served as Group President of Data Center Management at Symantec. Was also Executive VP and GM of Storage and Server Management at Veritas Software, as well as CEO and Founder of both Bigbook and Affinia.
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