MSP Channel Account Executive – CAE

Sophos

full-time

Posted on: 2/4/2026

Location Type: Remote

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About the role

Achieve bookings quota through MSPs in the assigned territory to achieve company goals
Provide accurate forecasting of MSPs revenue
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
Communication with stakeholders in global MSP team, business unit, local marketing and sales organisation in order to make price book and quote guideline
To maintain SFDC in terms of pricing and partners and publish it for sales organisation with detail inspection to keep consistency of price information across various data sources
To develop the documents required in the MSP sales process
To be a knowledge base of pricing and licensing structure of whole Sophos MSP products and to answer to questions from salespersons about them

Solid 7+ experience in 2-tier channel business
Able to operate all tools in the background: Partner Portal, Partner Contracts, On boarding of partners, business plans for partners
Channel Sales experience
Excellent communication and presentation skills, both written and verbal
English language is essential
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

Benefits

Sophos operates a remote-first working model, making remote work the primary option for most employees
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

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

channel salesforecastingcontract negotiationMSP onboardingpricing structuresales processsoftware licensingfinancial acumenrecurring revenue model

Soft Skills

communication skillspresentation skillsprofessionalismattentiveness