Senior Channel Account Executive MSP

Overview

You will manage Sophos’ most strategic MSP partners to drive revenue and profitability. You’ll develop joint business plans, identify MDR and next-gen portfolio opportunities, and lead renewals and upsell discussions with partners and customers. You’ll translate data into strategic insight to optimize adoption and forecasting, coordinating across cross-functional teams. This role sits at the heart of partner-driven growth, shaping how Sophos and its partners deliver security at scale. You’ll work in a remote-first environment with a collaborative, performance-driven culture.

Pay / Benefits

• remote-first working model
• hybrid options for some roles
• employee diversity and inclusion networks
• charity and volunteering initiatives
• global wellbeing days and webinars
• wellbeing and health programs

Responsibilities

• Develop relationships across partner organizations to drive MSP and MDR growth
• Understand partner business models and profitability to shape joint plans
• Analyze data to derive strategic insight and improve solution adoption
• Enable partners to leverage Sophos portfolio for customer protection and response
• Support partners to qualify and close complex deals with cross-functional input
• Own joint business reviews and KPI-driven planning with defined outcomes
• Collaborate on marketing plans to generate incremental pipeline and ROI
• Coordinate involvement of product, sales, SE, marketing, support, and services to meet partner objectives
• Drive renewal focus and create partner engagement plans to grow renewals and cross-sell
• Coach partner sales/tech staff with training materials and enablement plans

Key requirements

• 8+ years in MSP partner management in UK, Ireland and Nordics
• Experience building and executing joint partner business plans
• Understanding of RMM/PSA platforms and commercial model integration
• Strong strategic thinking and long-term ownership in partnerships
• Proven track record of achieving or surpassing sales quotas and KPIs
• Experience building C-level relationships and working with strategic partners
• Proven success in Partner Driven Net New and Customer New business sales
• Excellent communication, questioning, listening, and stakeholder management skills
• Experience collaborating with virtual and cross-functional teams
• Strong numerical ability and business acumen
• Coaching and mentoring capability

• Strong communication (verbal and written)
• Active listening and questioning
• Cross-functional collaboration
• RMM/PSA platforms
• Analytical skills and data-driven decision making
• Forecasting and KPI tracking

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