National Channel Sales Engineer

Sales - Chicago, IL, USA
Posting Date
Oct 19, 2018
Chicago, IL, USA
Job ID


The Channel Sales Engineer is a technical consultant to Partners, Customers and the Sophos sales force.  This position assists in crafting Partner onboarding strategies, documenting and fulfilling training needs, and as appropriate, will influence the customer decision making process across all levels of the business.  He/she is known as a subject matter expert in multiple technical disciplines, and acts as a trusted advisor to technical professionals within their assigned territory.  The Channel Sales Engineer is a business partner of the CAE/CAM and is empowered to ensure achievement of the Territory’s business objectives and revenue targets.

Main Duties

  • Execution of the Sophos NA Channel Program strategies to ensure over-achievement of the  their business objectives
  • Deliver training to CDW ISAs, SMB Advisors, & Sales Teams
  • Effectively manage the volume technical needs of CDW by delivering a more programmatic, predictable, and scalable technical business model that drives growth
  • Persuade and influence CDW ISA, Advisor, & AM teams to sell Sophos products over competing solutions by making Sophos the easiest security vendor to do business with and providing a high level of technical competence
  • Work with Marketing and National Channel Account Managers to create strategic sales plays that naturally fit into CDW’s sales motion
  • Analyze and understand the financial models and sales incentives offered to CDW by competing vendors.  Highlight the value proposition of selling Sophos solutions where they exist and work with Product & Sales Management to create them when they don’t
  • Drive coordination of technical resources both internally and externally as needed to close prospective opportunities
  • Assist in increasing Channel and end-user adoption of Sophos products through events and training, seminars, webinars, technical trainings, and other activities as appropriate.
  • Create development plans for all partner-based technical resources within territory to enable partner autonomy
  • Actively participate in Channel QBR and Partner Plan reviews with Territory team
  • Develop and maintain strong contacts and relationships with corporate resources that can assist in driving partner autonomy
  • Develop synergies between the partner organization and corporate resources that can support the over-achievement of partner business objectives and initiatives
  • Analyze partner’s business objectives by asking probing questions that are relevant to partner and prospects markets and industries.
  • Attend partner meetings to assess partner capabilities and their customer’s satisfaction. 
  • Track and document partner technical capabilities for inclusion in planning and management
  • Identify gaps in partner tactics as they relate to customer requirements to ensure customer satisfaction and provide tools and solutions to address the gaps.
  • Maintain knowledge of competitive products to enable the capability to effectively address and dispel partner objections to Sophos solutions
  • Work with the Sophos Channel Sales Team(s) and partners to formulate and implement both tactical and strategic sales initiatives within their assigned territory
  • Identify and present training that accelerates the development of  Partner technical resources
  • Conduct on-going meetings with corporate resources to keep current on Sophos direction and products
  • Demonstrate ability to relate partner business challenges to Sophos solutions
  • Perform other duties as required.

Experience and Skills


  • Bachelor's Degree or equivalent industry experience.
  • Minimum of five years of industry related experience with a minimum of three years of technical sales experience.


  • Ability to gain the confidence of both Senior Management and Technical Staff of partners
  • Build and maintain partner relationships to be significantly leveraged into driving additional Sophos business
  • Share and maintain a mutual respect and rapport with entire sales organization
  • Ability to influence technology decisions with a Sophos solution
  • Ability to train partners and Sophos sales and technical personnel on architectures and solutions
  • Ability to validate proposed solutions and architectures and create appropriate messaging for Sophos sales and technical staff as well as partners


  • Exceptional verbal and written communication skills.
  • Demonstrated leadership in the aggressive pursuit of regional objectives.
  • Background in IT and/or Business Consulting
  • Excellent customer service/support skills
  • Desire and drive
  • Good listening skills
  • Resilient and Versatile
  • Ability to think “out-of-the-box”
  • Independent and self-motivated
  • Proactive
  • Strong sense of urgency
  • Ability to execute and see tasks to conclusion
  • Good organizational and time management skills
  • Excellent communication and presentation skills
  • Adaptability and flexibility
  • High motivation, high energy level, results-oriented


  • Channel/Partner Experience
  • Sophos Solution Knowledge
  • Sales and Technical Balance


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 resume 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
Oct 19, 2018
Chicago, IL, USA
Job ID