MSP - Channel Account Executive (m/w/d)

About Us

Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos provides cybersecurity-as-a-service to organizations needing fully managed security solutions. More information is available at .

Role Summary

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 the territory. The CAE will partner with Sales, Channel, Business Operations, and other members of the Marketing organization to 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 MSPs to their respective end-user customer base.

What You Will Do:

• 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
• Communicate with stakeholders in the global MSP team, business unit, local marketing, and sales organization to make price book and quote guidelines
• Maintain SFDC in terms of pricing and partners and publish it for the sales organization with detailed inspection to keep consistency of price information across various data sources
• Develop the documents required in the sales process
• Be a knowledge base of pricing and licensing structure of whole Sophos MSP products and answer questions from salespersons about them

What You Will Bring:

• Solid experience in 2-tier channel business, knows how this works, able to operate all tools in the background: Partner Portal, Partner Contracts, Onboarding 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%)
• Fluent in German and English

Ready to Join Us?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. We challenge the notion that candidates should check every box in a job description. 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.

· 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 encourage applicants who can contribute to the diversity of our team.

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.

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