Channel Account Executive - New Jersey

Sales USA, Burlington


Responsible for managing all assigned partners in territory, driving sales through assigned top partners, and leading the territory channel planning process.  This position is a home office based role preferably located the Newark area.

  • Location: Newark, NJ
    • Candidates located in other metro areas within New Jersey are also welcome to apply.

Main Duties

  • Achieve bookings quota for all partners in the assigned territory
  • Achieve new business and product targets for all partners in the assigned territory
  • Manage all channel partners in the assigned territory
  • Drive territory channel planning process (define capacity, recruitment and enablement requirements for all partner types) to support sales targets for all customer segments in the territory
  • Identify and recruit top partners as defined by the channel planning process
  • On-board and enable top partners to ensure partner success in selling and supporting all Sophos solutions
  • Communicate and follow up to ensure top partners remain up to date on all necessary training and certifications
  • Co-market and co-sell with assigned territory partners
  • Conduct joint -business planning with top territory partners
  • Align Sophos resources to support partner sales activities
  • Cultivate strong consultative relationships with key individuals at top partners and act as single point of contact to ensure satisfaction of top partners
  • Log all activity to maintain accuracy of CRM/PRM and forecasting systems
  • Maintain a detailed understanding of top partners’ business (pain points, investment areas, profitability factors, etc.)
  • Consistently articulate Sophos’ value proposition to top partners in order to maintain and increase Sophos’ share of each partner’s business

Experience and Skills

  • In depth experience of recruiting, onboarding and managing channel partners in a technology environment
  • Experience of developing territory plans
  • Experience of developing business plans
  • Proven track record of achieving and exceeding territory partner sales quotas
  • Knowledge of software channel ecosystems in the territory
  • Familiarity with CRM/PRM and forecasting systems
  • Broad business background, including knowledge of basic financial, marketing and selling concepts
  • Strong Negotiation skills
  • Strong Presentation skills
  • Strong Communication and Interpersonal skills
  • Ability to thrive in a team selling environment
  • College or University degree preferred
  • Ability to travel 40-60%


In most cases, the compensation package includes:

  • Medical insurance
  • Dental insurance
  • Vision insurance
  • Life insurance
  • Long-term disability insurance
  • 401k plan
  • Vacation time
  • Gym membership compensation

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