Senior Channel Account Executive MSP

About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response. Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats. Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at . 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 deve