Channel Account Executive

Sales-New York, NY, USA
Posting Date
Jan 09, 2019
New York, NY, USA
Job ID


Responsible for driving revenue thru partners in named territory and implementing and managing the channel strategy in territory.

The territory is New York City and Long Island.  Willing to hire the right candidate from these locations. 

Main Duties

  • Achieve bookings quota thru partners in the assigned territory

  • Accurately forecast revenue for the territory

  • Achieve company goals such as product targets in the assigned territory

  • Develop and execute a channel territory plan encompassing partners, recruitment strategy, and territory marketing.

  • Manage all channel partners in the assigned territory

  • Manage and lead resources for the territory including channel account manager, marketing, renewals specialist, public sector specialists, and sales development specialist

  • Identify and recruit top partners as necessary in territory

  • On-board and enable 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 and end users in territory

  • Willingness to travel, as required 

Experience and Skills

  • In depth experience of recruiting, onboarding and managing channel partners in a technology environment Experience selling security solutions

  • Experience selling thru partners to achieve quota 

  • Experience of developing business plans

  • Knowledge of security channel ecosystems in the territory Familiarity with Sophos solutions or similar competitive products

  • Familiarity with SFDC Knowledge of security industry, including competitors, market needs and trends

  • 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 

  • Secondary education 

  • Degree educated

  • Technical background 


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

Special How to Apply Instructions

To apply, please send resumes to

If you choose to explore this opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Employee Data Protection Policy which can be found here, and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please reply to this or other emails from Sophos clearly stating your request, or follow the steps set out in the Group Privacy Policy describing your individual rights. If you have any questions about Sophos’ data protection practices please see our Group Privacy Policy and contact information here.

Posting Date
Jan 09, 2019
New York, NY, USA
Job ID