sophos - Channel Account Manager (MSP)

• Partner Growth and MSP Development • Recruit and onboard new MSP partners into the Sophos MSP program • Activate dormant or low-performing partners into revenue-generating MSPs • Drive partner progression through MSP tiers (e.g., Flex to advanced programs) • Help partners build profitable managed security practices aligned to recurring revenue models • Revenue Ownership • Own monthly recurring revenue (MRR) growth across assigned MSP partners • Drive cross-sell and attach of key solutions (Endpoint, MDR, Email, Firewall) • Increase consumption within the MSP Flex billing model (usage-based growth) • Execute territory plan with clear targets across: • New partner activation • Revenue growth • Product attach rates • Partner Engagement and Enablement • Deliver structured onboarding for new MSP partners (tools, billing, positioning) • Conduct regular business reviews with top partners • Promote certifications and training to ensure partner readiness • Educate partners on: • MSP business models • Sophos differentiation and value proposition • Sales plays and GTM campaigns • High-velocity pipeline management • Manage a high volume of partners and opportunities with strong prioritization • Maintain accurate pipeline, forecasting, and activity tracking in Salesforce • Drive deal velocity through: • Distributor alignment • Presales collaboration • Fast turnaround on quoting and deal registration • 3–5 years of experience in channel sales, inside sales, or partner development • Experience working in high-volume SMB or mid-market environments • Exposure to IT, cybersecurity, or SaaS consumption models • Experience working with MSPs, resellers, or subscription-based business models • Understanding of recurring-revenue or consumption-based sales (MRR mindset) • Experience working with distributors in APJ/ASEAN markets • Familiarity with CRM systems (Salesforce) and partner pipelines • Ready to Join Us?