Channel Account Executive

Sophos

Channel Account Executive for managing high-growth partners at Sophos. Focus on revenue generation, new business acquisition, and collaborative partner strategies.

Posted 6/16/2026full-timeChicago • Illinois • 🇺🇸 United StatesMid-LevelSenior💰 $86,400 - $144,000 per yearWebsite

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Managing Sophos' high-growth, high-potential regional and national partners as part of the broader CDW team.
Developing and executing strategic joint business plans with partners to maximize revenue generation, focusing on new logo acquisition and cross-sell opportunities.
Collaborating with partners to achieve mutual growth objectives.

Requirements

What you’ll need

Ability to build and nurture long-term relationships with key partners, understanding their business models, and aligning Sophos solutions to their goals.
Skill in influencing partners, aligning their goals with Sophos objectives, and negotiating mutually beneficial agreements.
Deep understanding of the sales process, particularly in a B2B environment, and experience in generating new business and cross-selling/up-selling to existing clients.
Ability to set and achieve sales targets through the effective management of partner accounts and leveraging sales opportunities.
Capability to develop and execute long-term business plans, focusing on sustainable growth with a strong emphasis on profitability.
Strong ability to analyze sales data, performance metrics, and market trends to make informed, data-driven decisions.
Proficiency in using CRM systems (e.g., Salesforce) and Business Intelligence tools to track partner performance, forecast revenue, and analyze data to optimize strategies.
Excellent verbal and written communication skills to articulate complex ideas clearly to both internal teams and external partners.
Ability to deliver compelling presentations to partners, senior management, and internal stakeholders, effectively communicating strategies, goals, and outcomes.
Organizational skills to manage multiple partner accounts, sales pipelines, and concurrent initiatives effectively, ensuring deadlines and targets are met.
Expertise in managing a sales pipeline, identifying key opportunities, and providing accurate sales forecasts.
Ability to collaborate effectively with internal teams such as marketing, sales, product management, and support to align partner strategies with overall company objectives.
Strong ability to work across different functions and align partners with the right resources to ensure their success.
Capability to address challenges and obstacles faced by partners, offering solutions that align with both their needs and Sophos' objectives.
Ability to handle partner conflicts or disputes professionally and constructively, ensuring positive outcomes for both parties.
Deep understanding of the cybersecurity industry, market trends, and competitor landscape, with the ability to apply this knowledge to create effective partner strategies.
Ability to quickly adapt to changes in the market, sales strategies, or business priorities, while maintaining focus on long-term goals.
Persistence and determination to overcome challenges, handle setbacks, and continue driving success in a dynamic environment.
Ability to prioritize tasks effectively, balancing strategic planning with day-to-day partner management to achieve business goals efficiently.
Flexibility to travel at short notice, with overnight stays or longer trips depending on partner / territory needs; ~50% or greater.

Benefits

Comp & perks

Comprehensive benefits package
Target sales commissions

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B salesnew business generationcross-sellingup-sellingsales forecastingsales pipeline managementdata analysisbusiness planningnegotiationperformance metrics analysis

Soft Skills

relationship buildinginfluencingcommunicationpresentation skillsorganizational skillscollaborationproblem-solvingadaptabilitypersistenceprioritization