Sophos

Account Manager

• Develop and execute a national partner strategy for SHI aligned to Sophos’ growth priorities
• Drive net-new customer acquisition and expansion across SHI’s enterprise, mid-market, commercial, and public sector segments
• Build and own joint business plans (JBPs), including revenue targets, pipeline goals, and solution alignment
• Increase attach-rates of high-value offerings such as MDR and recurring services
• Lead, coach, and develop a team of Channel Account Managers and Partner Development resources aligned to SHI
• Establish clear KPIs (pipeline, bookings, attach rates, partner-sourced revenue, certifications)
• Create a high-performance culture centered on accountability and execution
• Build and maintain executive-level relationships across SHI’s sales, security, SE, and services organizations
• Act as the executive sponsor for the SHI partnership within Sophos
• Lead QBRs and EBRs to track performance and alignment to strategic priorities
• Drive tight alignment between Sophos regional sales teams and SHI sellers
• Ensure SHI account teams, engineers, and services organizations are enabled on Sophos solutions and differentiation
• Partner with marketing to execute joint demand generation campaigns, events, and digital programs
• Own pipeline creation, progression, and forecast accuracy for SHI-driven business
• Implement consistent deal inspection cadence and pipeline hygiene standards
• Use data to identify whitespace, performance gaps, and growth opportunities
• Promote Sophos’ platform approach, emphasizing synchronized security across endpoint, network, and cloud
• Position MDR/XDR as strategic growth drivers within SHI
• Align with SHI services teams to integrate Sophos into managed and professional services offerings
• Optimize engagement models, coverage, and incentives to scale partner productivity
• Ensure alignment with Sophos channel programs, pricing strategies, and partner tiers
• Collaborate cross-functionally to remove friction and accelerate deal cycles

National Partner Manager – Lead

Auditor

• Plan, organize, and oversee internal audits across departments, operations, and subsidiaries.
• Lead internal audits including audit preparation, documentation review, data analysis, report writing, and timely status reporting following established Internal Audit methodology.
• Assist with the development and execution of a risk-based audit plan aligned with the organization's strategic objectives.
• Evaluate the adequacy and effectiveness of internal controls and identify areas of improvement.
• Prepare detailed audit reports with findings, risks, and actionable recommendations.
• Monitor the implementation of audit recommendations and corrective actions.
• Lead ad hoc requests to address control issues on business processes, policies, and procedures, and provide consultative services to management.
• Ensure compliance with internal policies, regulatory requirements, and industry best practices.
• Collaborate with external auditors and regulatory agencies as needed.
• Identify and perform advisory projects for the business with a focus on driving operational improvements and efficiencies.
• Develop creative approaches and solutions necessary to solve complex problems related to strategic goals of the company.

Senior Internal Auditor

Operations

• Maintain supervision over the daily queue and provide day-to-day oversight for threat analysts.
• Conduct regular one-on-one meetings with team members to provide coaching, mentorship, and support individual development plans that define clear performance goals.
• Carry out operational tasks with a focus on rapid resolution, improving efficiency, and reducing backlog.
• Oversee and coach analysts in providing accurate, timely technical context to customers, ensuring consistency, clarity, and adherence to MDR communication standards.
• Communicate findings and investigation details effectively to both technical and non-technical stakeholders.
• Collaborate with the wider MDR team to operationalize threat intelligence and produce Indicators of Compromise (IOCs) for future use.
• Provide triage, data collection, and overall support towards customer escalations.
• Champion continuous improvement efforts to refine incident response and threat detection methodologies.
• Escalate critical technical investigations to Senior Analysts and Senior Team Leads for review.
• Work within established frameworks that lead to success factors for the team.

Team Lead – Threat Operations

Sales Development Rep

• This is a Player-Coach role. You will be hands-on, and while not 100% dedicated to pipeline creation, you will have pipeline and QSO targets to meet as your primary responsibility.
• Coach and manage a small team of SDRs to successfully grow, develop and achieve the targets outlined by APJ Sales Leadership.
• Work with the local Sales team and the APJ Sales Development Leader on an assigned territory to qualify, develop, and mature marketing-supplied leads and self-created leads, which will result in high-quality sales opportunities for Sophos Sales Reps and/or Sophos Partners.
• Ensure the team and you as a participant meet and/or exceed daily and monthly performance targets for the number of outbound calls, qualified leads passed and pipeline contribution at an individual and team level.
• Ensure all sales leads from marketing-driven campaigns are qualified and passed through Sophos’ CRM system as per the APAC lead management process as efficiently as possible.
• Build strong relationships with all sales teams, including Channel, Commercial, and Enterprise Sales. Ensure these relationships are nurtured and productive.
• You will be a key resource for new starters’ onboarding, ensuring appropriate training, mentoring and coaching is available for all India SDRs and tracking execution against the development plan.
• Provide weekly & monthly reporting to the APJ Sales Development Leader and others on individual and team performance against targets.
• Partner with ASEAN Marketing Managers to identify and execute strategic call downs and other direct campaign activities.
• Work with in-region sales & technical managers and in-country SDRs to ensure they are effectively trained on all products and understand and use APJ SDR best practices for operational efficiency and overall success.
• Work with Marketing Operations, Sales Operations and IT to enhance processes and systems (E.g. SFDC enhancements) to support smooth lead and opportunity handling processes for SDRs, Sales and Sophos Partners.
• Proactively obtain program feedback and initiate plans in response to opportunities for improvement.
• Participate in the review and enhancement of Sales Development processes and practices.
• Manage individual team member performance and team productivity. Regularly evaluate individual employee job performance through 1 on 1 meetings and call shadowing, providing constructive suggestions for improvement and rewarding accomplishments.

Team Lead, Sales Development

Solutions Engineer

• Guide the end-to-end AI strategy for Sales aligned to Sophos’ AI-first framework.
• Identify and prioritize high-ROI AI use cases across the Sales lifecycle (discovery, qualification, scoping, proposals, competitive positioning, win/loss, reporting).
• Develop and maintain a multi-quarter AI roadmap with clear business impact metrics.
• Align initiatives with enterprise architecture, governance, and security standards.
• Architect and build AI agents using Microsoft Copilot Studio, Power Automate, and the broader Power Platform.
• Design multi-agent workflows, orchestrations, and structured automation patterns.
• Integrate agents with enterprise systems (Salesforce, data warehouses, SharePoint, Teams, internal tooling).
• Develop reusable blueprints, templates, and connectors to accelerate future builds.
• Prototype rapidly, validate with users, and evolve solutions to production scale.
• Partner with the SE Development team to transition prototypes into hardened, scalable production solutions.
• Collaborate with IT Enterprise Architecture to ensure governance, compliance, and data security.
• Drive adoption through workshops, office hours, and leadership engagement.
• Define KPIs tied to revenue lift, efficiency gains, cost reduction, and quality improvements.

AI Solutions Engineer

• Own and manage a portfolio of existing enterprise customer accounts.
• Drive timely and successful contract renewals through proactive customer engagement.
• Build and maintain strong relationships with business, technical, and executive stakeholders, including IT and security leadership.
• Identify, develop, and close upsell and cross-sell opportunities within existing enterprise accounts.
• Create and execute strategic account plans focused on retention, expansion, and long-term growth.
• Position additional Sophos solutions based on evolving customer security needs, priorities, and roadmap alignment.
• Navigate multi-stakeholder buying environments within existing customers.
• Partner closely with Sales Engineering to support solution positioning, demonstrations, and technical validations.
• Manage renewal and expansion opportunities through formal procurement and contracting processes when applicable.
• Collaborate closely with channel partners and system integrators to support renewals and expansion motions.
• Coordinate internal resources across Sales Engineering, Customer Success, Support, Product, and Leadership teams.
• Maintain clear ownership and accountability for account outcomes, even in partner-involved sales motions.
• Build and maintain accurate renewal and expansion forecasts.
• Accurately track account activity and opportunities and maintain CRM data integrity.
• Deliver predictable outcomes through strong execution, planning, and operational rigor.

Senior Enterprise Account Manager

Backend Engineer

• Be able to interact with product managers and Senior Leads to define the feature and write clear functional specs.
• Work with the frontend team to define the API contracts for the backend services. Work on critical field escalations and drive closure.
• Work on features for the product roadmap.
• Work with Junior developer as a lead to ensure timely delivery and technical assistance

Senior Software Engineer – Java, AWS

Manager

• Own the overall business performance for Brazil across SMB, Midmarket, and Enterprise
• Develop and execute the country strategy to accelerate growth, expand market presence, and increase revenue
• Lead the Brazil business with a strong emphasis on hunting, new logo acquisition, pipeline creation, and in-territory execution
• Translate regional priorities into a focused local action plan that drives customer engagement and revenue outcomes
• Serve as the senior commercial leader for Sophos in Brazil, representing the company with customers, partners, and key stakeholders
• Lead, coach, and develop a team of approximately 10 sales professionals across Brazil
• Build a high-performance culture centered on accountability, urgency, execution, and winning in the field
• Drive a strong hunting motion across the country, ensuring the team is actively prospecting, creating pipeline, and engaging target accounts
• Support the team in developing and advancing strategic opportunities across SMB, Midmarket, and Enterprise accounts
• Personally engage in key customer conversations, executive meetings, negotiations, and late-stage opportunities to help secure wins
• Ensure the team is highly visible in market and actively building relationships within assigned territories
• Work closely with Sophos’ channel ecosystem to drive revenue through partners
• Partner with distributors, resellers, MSPs, and other channel partners to support opportunity creation and customer success
• Ensure the sales team effectively collaborates with partners while maintaining strong ownership of customer engagement and in-territory sales execution
• Balance channel-first execution with a proactive field sales motion that creates demand and pulls partners into opportunities
• Help strengthen partner alignment while keeping the team focused on revenue generation and market penetration
• Own forecast accuracy, pipeline health, and business visibility for the Brazil region
• Run a disciplined sales operating cadence, including pipeline inspection, forecast reviews, territory planning, and performance management
• Use data and metrics to identify performance gaps, improve execution, and drive accountability
• Ensure resources, territory design, and account focus support both near-term results and long-term growth
• Continuously improve sales productivity, execution quality, and go-to-market effectiveness across the country
• Recruit, inspire, and develop a strong field sales organization capable of sustained growth
• Coach the team on deal strategy, territory planning, prospecting discipline, and executive selling
• Build a culture of ownership, resilience, and customer focus
• Recognize and reward top performance while addressing underperformance quickly and effectively
• Develop talent and bench strength to support future growth in Brazil

Country Manager

Customer Success Manager

• Manage named accounts accountable for engagement and satisfaction over the lifetime of the customer.
• Establish key relationships within the customer, ensuring regular check-ins to understand, and address promptly, client needs and concerns.
• Develop strong relationships with key buyers and influencers in customer accounts and leverage these during the lifetime of the customer.
• Partner with the customer to build a joint plan for success, maintaining a detailed understanding of customer’s business to achieve high levels of customer satisfaction, engagement, adoption of Sophos technology.
• Deliver an outstanding customer experience to support our brand promise of delivering superior cybersecurity outcomes and to facilitate the cross sell and upsell of services and products
• Monitor customer analytics and KPIs to reinforce the value of the customer solution and identify areas to improve customer experience and optimize the solution.
• Conduct regular business reviews, clearly articulating the specific value Sophos’ services are delivering to the customer and progress on specific customer milestones and goals.
• Coordinate activities of associated roles across onboarding, sales, product operations, services, and renewals to ensure smooth handoffs and optimal customer experience.
• Sustain business growth and profitability by maximizing value, driving usage, adoption, upselling services, and reducing churn.
• Act as an escalation point for high-impact customer issues when necessary, ensuring appropriate teams within Sophos are engaged for quick resolution.
• Work within the wider CSM team to implement scalable programs and process improvements to drive efficiency of internal customer success processes and improve customer experience.
• Must be willing to travel

Product Manager

• Operate as a structured, consistent feedback channel between the field and the Sophos Product team.
• Capture partner and customer feedback on product usability, feature gaps, pricing, and competitive alternatives.
• Serve as the primary field resource for CISO Advantage MSP partners within your region.
• Support MSP partners in delivering effective training and onboarding experiences to end-user organizations.
• Work closely with regional Sales and Channel teams to align enablement activity with commercial priorities.
• Collaborate with Product Marketing to validate regional messaging and surface localization requirements.

Senior Product Manager

Affiliate Manager

• Offer support to Sophos partners through telephone and email correspondence, adhering to department standards such as average call duration and wait times.
• Respond to inquiries from partners regarding Sophos products and services promptly and professionally.
• Provide accurate and detailed information about product features, specifications, and other post-sales information.
• Collaborate with cross-functional teams, including Customer Care, Sales, Licensing, SalesOps and Technical Support, to ensure seamless partner experiences.
• Actively listen to partner feedback and concerns, escalating issues as necessary to appropriate internal teams for resolution.
• Identify opportunities to upsell or cross-sell products and services to partners.
• Develop and maintain strong relationships with key partners by providing ongoing support and guidance.
• Meet or exceed performance targets.
• Maintain accurate documentation and record all interactions and communications with partners via telephone and email, ensuring compliance with department quality standards.
• Utilise Salesforce to diligently record all activities, ensuring daily updates are made to track the progress of each partner’s case.
• Handling partner complaints and escalations professionally and proactively.
• Approach assignments with an open, cooperative, positive, and team-oriented attitude.
• Play an active role in developing new or revised processes and procedures.
• Collaborate closely with peers, fostering cooperation and coordination among teams and functions to maintain a partner-focused approach.
• Adhere to the best practices of Sophos Support Services to ensure efficient and effective partner support.
• Actively participate in team and departmental meetings by offering feedback on daily activities and suggesting recommendations for improvement.
• Collaborate closely with Customer Care, Sales, Technical Support Engineers, Sales Ops, Licensing Team, and regional counterparts.
• Assist Team Leaders/Managers throughout the department.
• Report directly to the Partner Care Manager.

Partner Care Representative

Compliance

• Ensure company compliance with all applicable PEZA rules and regulations.
• Monitor updates and circulars issued by the Philippine Economic Zone Authority and advise management on regulatory changes.
• Maintain all PEZA registration documents, permits, and approvals.
• Review and validate employee expense claims in SAP Concur to ensure accuracy, compliance, and proper documentation.
• Coordinate with suppliers for timely collection and issuance of payment receipt and BIR Form 2307 (Certificate of Creditable Tax Withheld at Source).
• Assist in monitoring vendor payments, ensuring proper tax compliance and documentation.
• Prepare and submit mandatory PEZA reports such as Annual/Quarterly/Monthly
• Ensure timely filing and proper documentation of all PEZA submissions.
• Act as the primary contact point with PEZA officers and zone administrators. Coordinate with PEZA for Compliance inspections, Permit applications, Amendments to registration, Incentive compliance requirements.
• Work with Finance, Operations, and HR teams to gather required data for PEZA reporting.
• Provide guidance to internal stakeholders on PEZA procedures and documentation.
• Support PEZA compliance audits and internal compliance reviews.
• Maintain organized records for regulatory inspection.

PEZA Compliance Officer, 6 Months Contract

• Partner with Regional Marketing and Sales leadership to drive Americas pipeline strategy, including new-logo development and cross/upsell initiatives.
• Lead, coach, and develop a geographically dispersed SDR team, ensuring consistent performance and high-quality pipeline generation.
• Oversee inbound lead qualification and outbound prospecting to deliver sales-ready opportunities that meet monthly and quarterly targets.
• Build strong relationships with Sales, Channel, and Marketing teams to ensure alignment, smooth handoffs, and effective GTM execution.
• Collaborate with Marketing Managers to execute targeted call-downs and direct-to-market campaigns that accelerate pipeline creation.
• Work with Sales/Marketing Operations and IT to enhance SDR tools, workflows, and systems (e.g., SFDC) for greater efficiency.
• Recruit, onboard, and mentor new SDR team members; manage performance through regular coaching, feedback, and formal reviews.
• Provide clear, data-driven reporting on team productivity, pipeline contribution, and attainment to regional leadership.
• Support global SDR initiatives by contributing insights, refining processes, and aligning regional execution to global standards.
• Drive continuous improvement through proactive feedback, performance optimization, and recognition of top contributors.

Senior Manager, Sales Development Representatives

Sales Operations Manager

• Develop, implement, and maintain sales territory models to ensure balanced workload and market coverage.
• Partner with sales leadership to evaluate territory performance and make recommendations for optimization.
• Support the development and refinement of sales forecasts by analyzing historical trends, pipeline data, and sales activity.
• Maintain and deliver regular reporting packages for sales leadership, including forecast accuracy, attainment, and trending analysis.
• Monitor pipeline health, coverage, and movement to provide visibility into sales performance and future revenue.
• Identify gaps, risks, and opportunities within the funnel and recommend actions to improve conversion rates and deal velocity.
• Serve as a key business user and administrator for CRM (e.g., Salesforce) and related sales systems.
• Drive process improvements and system enhancements to streamline sales operations and improve user experience.