Senior Channel Account Executive MSP at Sophos

Company: Sophos
Location: United Kingdom
Employment type: Full Time
Posted: 2026-11-10

Role Summary

The Senior Channel Account Executive (MSP CAE) is accountable for managing our most strategic Sophos MSP partners. They are responsible for developing joint business plans with partners to hit revenue and proﬁtability targets by developing new customer MSP services, MDR and next-gen portfolio opportunities, as well as new logo, up-sell, cross-sell and renewal conversations with existing customers.

What You Will Do:

Develop relationships at all levels across the partner to drive revenue growth and proﬁtability; particularly for MSP and Managed Detection and Response (MDR).
Gain a detailed understanding of the partners business, investment areas, and profitability factors to positively influence the joint business plan, that drives incremental opportunities to deliver outstanding growth for the partner and Sophos.
Strong analytical skills, and demonstrated ability to turn detailed data analysis into useful strategic insight in order to drive customer adoption and make appropriate recommendations to the business - Establish ways to measure and track metrics related to adoption of our solutions and to make improvements to the approach based on those measurements
Enable partners to take full advantage of Sophos’ comprehensive solution and services portfolio to improve their customer’s security protection and response.
Directly support partners to qualify and close complex customer deals, engaging wider sales and sales engineer teams where required to gather insights and ensure accurate business forecasting.
Own and manage the frequent joint business review and planning process between Partners and Sophos decision makers, incl. clearly deﬁned KPI’s and SMART goals with agreed outcomes.
Collaborate to develop marketing plans with partners to drive incremental sales pipeline ensuring high return on investment from activities like lead gen campaigns and events.
Coordinate the involvement of Sophos staff, including product management, sales, SE, marketing, support, services and management resources to meet partner performance objectives and partner expectations.
Drive high renewal rates by ensuring partners focus on their renewals and build an engagement plan to align Sophos and Partner teams, identify new business and cross sell opportunities.
Motivate, educate and ensure Partner sales and technical staff are go-to-market ready, provide access to certiﬁcation and training materials and develop an enablement plan.

What You Will Bring:

Experience of MSP Partner Management in UK, Ireland and Nordics - Minimum 8+ years
Working experience of developing business plans and service offerings with MSPs
Understand RMM/PSA platforms and integrating commercial models
Ability to think strategically and long-term, takes ownership and has business leadership to meet the needs of a dynamic Partnership
Develop and execute on a joint Partner business plan that drives our mutual business in line with Sophos short and long term aspirations.
Track record of exceeding expectations in a team focused, quota carrying role, consistently exceeds quota and key performance metrics
Proven track record of Building and fostering key C-level/Exec relationships, internally and within Strategic Partners and is comfortable interacting at all levels of the organization
Proven track record of achieving and exceeding territory partner sales quotas and a proven record in Partner Driven Net New and Customer New business sales
Engages easily and uses effective questioning and active listening to gather relevant information.
Focuses on understanding desired outcomes and showing value for Sophos, partners, and customers
Demonstrated earning trust with internal stakeholders and drives for results through others, excellent verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations
Facilitates strong business partnerships to secure buy-in to plans to move Sophos and Partners towards desired goals.
Understanding of the target market and its dynamics - Extensive sales experience across all customer sizes and sectors Small, Mid, Enterprise and Public Sector
Excellent communication skills, including written, verbal, and presentation abilities
Ability to quickly learn and adapt to new approaches, tools, and techniques
Strong conflict management skills when working with customers, partners, and internal stakeholders
Experience supporting and collaborating with virtual and cross functional teams
Strong numerical aptitude
Well-developed analytical skills
High level of commercial awareness and business acumen
Coaching and mentoring capability

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What does remote mean at Sophos?
Sophos supports flexible ways of working, with many roles offered remotely and others working in a hybrid model. For remote roles, you may work remotely within the location specified in the job posting. Candidates must reside in and be authorized to work in that location. Our teams collaborate across locations and time zones, using technology to stay connected and deliver results.

Our Commitment To You

Sophos welcomes applicants with diverse experiences, perspectives, and backgrounds. We believe great ideas come from different ways of thinking, and we are committed to building a workplace where people can contribute, grow, and succeed.

We evaluate all candidates based on job-related skills, qualifications, and experience, and are committed to providing equal employment opportunities consistent with applicable laws and regulations.

If you require a reasonable accommodation during any stage of the recruitment process, please contact ----- Any information shared will be used only for the purpose of evaluating and providing the requested accommodation.

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