Channel Account Executive - New Jersey

Sales Newark, NJ, USA

At Sophos, we operate at the cutting edge of technology, protecting businesses worldwide against complex threats, viruses and spam. We build high quality software security products in a fast-paced, nimble environment and we've been doing it for over 20 years.

Join us to help our customers protect their business and meet compliance needs.


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.

  • 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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