Senior Channel Account Executive
Sophos, Chicago, IL, United States
About Us
Sophos is a global leader in advanced security solutions, recently acquiring Secureworks to expand its Managed Detection and Response (MDR) capabilities. The company delivers endpoint, network, email, and cloud security through the Sophos Central platform, supporting more than 600,000 organizations worldwide.
Role Summary The Channel Account Executive (CAE) drives growth by managing high‑growth regional and national partners, developing and executing strategic joint business plans to maximize revenue through new logo acquisition and cross‑sell opportunities.
What You Will Do
Build and maintain strong, strategic relationships with high‑value partners.
Collaborate with partners to develop joint business plans outlining clear objectives, sales targets, and growth strategies.
Identify opportunities within partner pipelines, guide deal closure, and pursue new business and renewals.
Drive acquisition of new customers and expansion of existing accounts through cross‑sell and up‑sell opportunities.
Set data‑backed KPIs for partners, track progress, and use insights for performance reviews and plan adjustments.
Provide partners with tools, training, and support to succeed in selling Sophos products and services.
Stay informed about market trends, customer needs, and competitor activities to keep Sophos and partners competitive.
Track performance against targets, report outcomes to management, and adjust strategies as needed.
Assess partner performance, offer constructive feedback, and implement corrective actions or additional support.
Collaborate with partner marketing teams to develop joint marketing campaigns, promotions, and events.
Work with internal sales, marketing, product management, and support teams to align partner‑driven initiatives.
What You Will Bring
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.
Skill in long‑term business planning focused on sustainable, profitable growth.
Proficiency 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 adaptability to market shifts.
Persistence, flexibility, and willingness to travel (~50% or more).
Compensation In the United States, the base salary ranges from $118,800 to $198,000. The role also includes target sales commissions and a comprehensive benefits package.
Benefits
Remote‑first working model with the option for hybrid work where required.
Competitive salary and commission structure.
Health, dental, and vision insurance.
Flexible paid time off and wellness programs.
Employee‑led diversity and inclusion networks.
Annual charity and volunteer initiatives.
Global sustainability programs.
Our Commitment To You We are committed to a diverse and inclusive environment. All applicants will be treated fairly and equally in accordance with the law, regardless of gender, sex, marital status, race, religion, disability, or other protected characteristics. We welcome and support adjustments to the recruitment process to help you succeed.
Data Protection Any personal details you share will be held for 12 months in accordance with our Privacy Policy and used only by our recruitment team to contact you about current or future opportunities. For more information, please review our Privacy Policy.
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Role Summary The Channel Account Executive (CAE) drives growth by managing high‑growth regional and national partners, developing and executing strategic joint business plans to maximize revenue through new logo acquisition and cross‑sell opportunities.
What You Will Do
Build and maintain strong, strategic relationships with high‑value partners.
Collaborate with partners to develop joint business plans outlining clear objectives, sales targets, and growth strategies.
Identify opportunities within partner pipelines, guide deal closure, and pursue new business and renewals.
Drive acquisition of new customers and expansion of existing accounts through cross‑sell and up‑sell opportunities.
Set data‑backed KPIs for partners, track progress, and use insights for performance reviews and plan adjustments.
Provide partners with tools, training, and support to succeed in selling Sophos products and services.
Stay informed about market trends, customer needs, and competitor activities to keep Sophos and partners competitive.
Track performance against targets, report outcomes to management, and adjust strategies as needed.
Assess partner performance, offer constructive feedback, and implement corrective actions or additional support.
Collaborate with partner marketing teams to develop joint marketing campaigns, promotions, and events.
Work with internal sales, marketing, product management, and support teams to align partner‑driven initiatives.
What You Will Bring
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.
Skill in long‑term business planning focused on sustainable, profitable growth.
Proficiency 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 adaptability to market shifts.
Persistence, flexibility, and willingness to travel (~50% or more).
Compensation In the United States, the base salary ranges from $118,800 to $198,000. The role also includes target sales commissions and a comprehensive benefits package.
Benefits
Remote‑first working model with the option for hybrid work where required.
Competitive salary and commission structure.
Health, dental, and vision insurance.
Flexible paid time off and wellness programs.
Employee‑led diversity and inclusion networks.
Annual charity and volunteer initiatives.
Global sustainability programs.
Our Commitment To You We are committed to a diverse and inclusive environment. All applicants will be treated fairly and equally in accordance with the law, regardless of gender, sex, marital status, race, religion, disability, or other protected characteristics. We welcome and support adjustments to the recruitment process to help you succeed.
Data Protection Any personal details you share will be held for 12 months in accordance with our Privacy Policy and used only by our recruitment team to contact you about current or future opportunities. For more information, please review our Privacy Policy.
#J-18808-Ljbffr