Channel Account Executive MSP

Role Summary

The Channel Account Executive (MSP CAE) is accountable for managing our most strategic Sophos MSP partners. The role involves developing joint business plans with partners to meet revenue and profitability targets by creating new customer MSP services, MDR, and next‑gen portfolio opportunities, and initiating new logo, upsell, cross‑sell and renewal conversations with existing customers.

Responsibilities

• 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 partner’s business, investment areas, and profitability factors to positively influence the joint business plan and deliver incremental opportunities for growth.
• Use strong analytical skills to transform detailed data analysis into actionable strategic insights, establishing metrics to measure adoption, and improving approaches accordingly.
• Enable partners to leverage Sophos’ comprehensive solution and services portfolio to enhance their customers’ security protection and response.
• Support partners in qualifying and closing complex customer deals, engaging broader sales and sales engineer teams to gather insights and ensure accurate forecasting.
• Own and manage joint business reviews and planning between partners and Sophos decision‑makers, ensuring clearly defined KPIs and SMART goals with agreed outcomes.
• Collaborate to develop marketing plans with partners to drive incremental sales pipeline, ensuring high ROI from lead‑gen campaigns and events.
• Coordinate involvement of Sophos staff—product management, sales, SE, marketing, support, services, and management—to meet partner performance objectives.
• Drive high renewal rates by focusing partners on renewals, building engagement plans, and identifying new business and cross‑sell opportunities.
• Motivate, educate, and ensure partner sales and technical staff are go‑to‑market ready by providing certification, training materials, and an enablement plan.

Qualifications

Essential

• Experience managing MSP partners in Southern Europe—minimum 8+ years.
• Experience developing business plans and service offerings with MSPs.
• Understanding of RMM/PSA platforms and integration of commercial models.
• Strategic thinking, long‑term focus, ownership, and business leadership to meet dynamic partnership needs.
• Track record of exceeding expectations in a quota‑carrying role and meeting partner sales quotas.
• Experience building C-level/Executive relationships internally and with strategic partners.
• Excellent communication skills, both verbal and written, and ability to collaborate across internal and external stakeholder groups.
• Ability to create and deliver presentations to partners and sales audiences.
• Understanding of the target market dynamics and experience selling across all customer sizes and sectors.

Desirable

• Solid understanding of the cybersecurity market and industry landscape.
• Experience supporting marketing programs and initiatives.
• Proven ability to analyze businesses, interpret Annual Reports, and understand investment decision‑making fundamentals.
• Experience executing against defined business and account plans.
• Ability to work effectively within virtual account teams and drive alignment towards shared objectives.

Soft Skills & Competencies

• Excellent communication (written, verbal, presentation) skills.
• Rapid learning and adaptability.
• Conflict management skills when working with customers, partners, and stakeholders.
• Experience supporting and collaborating with virtual and cross‑functional teams.
• Strong numerical aptitude and analytics.
• High commercial awareness and business acumen.
• Coaching and mentoring capabilities.

Language Requirements

• Business English – fluent spoken and written (mandatory).
• Business French – fluent spoken and written (mandatory).

Benefits

• Remote‑first working model, with hybrid arrangements permitted for certain roles.
• Legal authorization to work in the jurisdiction without requiring sponsorship.

Compliance & Commitment

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. All applicants are treated fairly and equally, 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. If you require adjustments to the recruitment and selection process, let us know.