Sophos is a worldwide leader and innovator of advanced cybersecurity solutions, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies that help organizations defeat cyberattacks. As one of the largest pure-play cybersecurity providers, Sophos defends more than 500,000 organizations and more than 100 million users globally from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through its cloud-based Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully-managed, turnkey security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com

About Us

Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other every day and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

Work mainly from home as part of a small team (with Outside Sales & Sales Engineers) with a dedicated setup of Named Sophos Partners within a defined territory (ZIP code 4-5). Main aim is to support partners in order to increase Sophos billings and to guide/educate them to ensure they adapt their activities alongside our constantly growing portfolio.

What You Will Do:

Achieve bookings quota & KPIs for all assigned Partner Accounts

Work with Sophos Regional Partners in collaboration with dedicated Channel Account Executives (Outside Sales) and Sales Engineers to drive Partner business

Work with the Channel Account Executives to develop and execute on a joint Partner business plan that drives our mutual business in line with Sophos short and long-term goals.

Be the first point of contact for operational issues and act as coordinator between the Partner and Sophos

Consistently articulate Sophos’ value proposition to Partners to maintain and expand Sophos’ business within Partner base

Support channel planning process in collaboration with dedicated Channel Account Executive for assigned Partners

Support Customer Account Teams to secure and develop Partner Opportunities

Maintain close relationships and establish regular meetings with Partners and our End-Customer Account Teams to support pipeline management process

Successfully implement Sophos defined sales methodologies in your daily business calls with partners

Create and deliver sales related presentations through webcasts to the sales team at the Regional Partners to gain commitment to sell Sophos and increase share within the Partner.

Offer knowledgeable advice and support Partners with their inquiries

Establish support mechanisms to make Sophos the easiest and preferred vendor to work with and actively remove barriers to that aim, driving a positive impact in partner satisfaction and Sophos share of the Partner’s business.

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, work closely with Customer Account Teams

Work close with the MSP team to develop the business and identify MSP business opportunities

Provide information, arrange training and coach Partners to ensure that they are trained to use Sophos systems and tools (Partner Portal etc…)

Develop and maintain detailed knowledge of Sophos products and services

Independent participation at internal education and training programs

Adherence to CRM (Salesforce), business systems and activity management standards, ensuring all activity is logged and accurately updated

Provide fast response times to requests and queries in personal and team mailbox

Analyse Partner performance based on Management key metrics (e.g. revenue, % un-renewed rate, pipeline, won/loss, product growth etc…)

Deliver quarterly business review to Management

Attend partner sites and Sophos organised Partner events to generate business opportunities when necessary

Substitution of colleagues within the sales team during holidays, illness and transition time

What You Will Bring:

First years working experience preferably in sales environments

Preferably experience in selling IT solutions

Experience selling with and through channel partners

Strong time management and organisational skills

Strong communication & telephone skills

Previous use of CRM system

Working in a sales or customer service environment

Strong structured working method

Strong communication skills – verbal and written

Strong Negotiation skills

Strong Presentation skills

Ability to prioritize

Conflict handling approach

Ability to thrive in a team selling environment

Strong skills in flexibility, proactivity and self -motivation approach

Ability to be technically minded

Quickly learns and adopts new approaches and techniques

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Ready to Join Us?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.

What's Great About Sophos?

· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.

· Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit

· Employee-led diversity and inclusion networks that build community and provide education and advocacy

· Annual charity and fundraising initiatives and volunteer days for employees to support local communities

· Global employee sustainability initiatives to reduce our environmental footprint

· Global fitness and trivia competitions to keep our bodies and minds sharp

· Global wellbeing days for employees to relax and recharge

· Monthly wellbeing webinars and training to support employee health and wellbeing

Our Commitment To You

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.

Data Protection

If you choose to explore an 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. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos

Inside Sales - Channel Account Manager (m/f/d)

Offer summary

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