Channel Account Executive – Cloud and Technology Alliances

Sophos

Cloud Marketplace & Alliances Manager responsible for revenue growth via hyperscaler marketplaces and alliances. Collaborating across Sales, Marketing, and Product teams to optimize revenue strategies.

Posted 5/23/2026full-timeRemote • 🇺🇸 United StatesMid-LevelSenior💰 $118,800 - $198,000 per yearWebsite

Tech Stack

Tools & technologies

AWSAzureCloud

About the role

Key responsibilities & impact

Own and deliver against a marketplace and alliances revenue quota, including pipeline creation, acceleration, and closed revenue
Drive measurable revenue growth through hyperscaler marketplaces and strategic technology alliance partnerships
Build, manage, and forecast a partner-sourced and partner-influenced pipeline in close collaboration with regional sales teams
Lead co-sell, co-marketing, and referral motions with hyperscalers and aligned technology alliance partners to support quota attainment
Develop compelling partner-facing value propositions and sales plays in partnership with Product Marketing
Partner cross-functionally with Sales, Marketing, Partner, and Product teams to align alliance execution with regional GTM priorities and revenue goals
Cultivate and manage executive and field-level relationships within hyperscalers and technology alliance partners to drive deal engagement and field alignment
Execute marketplace GTM motions including private offers, joint offerings, and co-branded campaigns with resellers and technology partners
Accurately track, forecast, and report marketplace-driven pipeline and revenue, ensuring strong inspection, cadence, and predictability
Enable and influence regional sales teams through co-sell training, deal strategy sessions, and joint account planning
Represent the company in joint business reviews, pipeline calls, partner summits, and industry events to drive deal momentum and partner commitment
Ensure operational rigor, CRM hygiene, and visibility across partner-driven opportunities from creation through close

Requirements

What you’ll need

4+ years of experience in cloud, marketplace, or technology alliance roles with direct or influenced revenue responsibility
Proven success carrying and achieving revenue targets in a partner-led or co-sell environment
Strong ability to build trusted relationships with partner sales teams and internal field organizations
Deep understanding of hyperscaler ecosystems and marketplace sales motions
Track record of managing complex partnerships that result in measurable pipeline and closed revenue
Commercial mindset with the ability to engage directly in deal execution, negotiation, and sales alignment
Excellent communication skills and the ability to influence across functions, levels, and regions
Self-starter who thrives in a fast-paced, outcome-oriented, global environment
Hands-on experience with AWS and Microsoft Azure Marketplaces, including private offers and co-sell motions
Background working with ISVs or SaaS companies scaling revenue through hyperscaler alliances
Prior channel, marketplace, or partner-led sales experience
Experience working with Salesforce or similar CRM tools for pipeline and forecast management

Benefits

Comp & perks

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

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

revenue growthpipeline creationforecastingco-sellco-marketingsales alignmentdeal executionnegotiationCRM managementmarketplace sales motions

Soft Skills

relationship buildingcommunicationinfluenceself-starteroutcome-orientedcollaborationstrategic thinkingexecutive engagementtrainingorganizational skills