Channel Account Executive

South Africa Sales – Channel Programs / Permanent / Remote About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response. Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats. Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com. Role Summary The Channel Account Executive (CAE) is accountable for managing strategic Sophos partners. They are responsible for developing joint business plans with partners to hit revenue and profitability targets by developing new MDR, services, MSP and next-gen portfolio customer opportunities, up-sell and cross selling to existing customers and renewals. This role will be responsible for working with a selected set of Sophos strategic partners across the SADC region, specifically in South Africa. This role will work closing with the local team consisting of sellers, technical and marketing, as well as interacting with the local distribution lineup.

What You Will Do

Develop a set of selected strategic partners; existing and net new.
Develop relationships at all levels across the partner to drive revenue growth and profitability.
Build and execute business plans that identify, develop and close incremental opportunities to deliver outstanding growth for the partner and Sophos.
Enable partners to take full advantage of Sophos comprehensive solution and services portfolio to improve their customer’s security protection and response.
Directly support partners qualify and close complex customer deals, engaging wider sales and sales engineer teams where required, gather insights to ensure accurate business forecasting.
Own and manage the frequent joint business review, and planning process between Partners’ and Sophos decision makers, incl. clearly defined KPI’s and SMART goals with agreed outcomes.
Collaborate to develop marketing plans with partners to drive incremental sales pipeline ensuring high return on investment from activities like lead gen campaigns and events.
Coordinate the involvement of Sophos staff, including product management, sales, SE, marketing, support, service and management resources to meet partner performance objectives and partner expectations.
Drive high renewal rates by ensuring partners focus on their renewals and build an engagement plan to align Sophos and Partner teams, identify new business and cross sell opportunities.
Motivate, educate and ensure Partner sales and technical staff are go-to-market ready, provide access to certification and training materials and develop an enablement plan.
Travel both local, nationwide and some international is required to ensure engagement across aligned partners and as a component of managing the landscape, and working at Sophos.

What You Will Bring

5+ evidenced years in channel sales and territory management in networking or security sectors.
Extensive knowledge of the partner landscape across the region, with partner relationships in multiple countries, but specifically South Africa.
Experience building and executing successful business and marketing plans.
Understanding of the technology channel eco-system and the business model of different types of channel partners (VAR/MSP/Distribution/Marketplace etc.).
Adept at account management and business partner techniques with strong interpersonal, active listening, discovery, and qualification skills.
Solid technical acumen able to explain the benefits of different technologies; strong cybersecurity knowledge an advantage.
Experience of translating market trends and customer issues and needs into business opportunities for partners.
Ability to thrive in a team selling environment; winning together outlook with the ability to build relationships and influence via email, telephone and in person.
Excels at engaging partner personnel across all levels and functions; builds multifaceted relationships.
Excellent organizational skills; ability to prioritize и manage multiple tasks at once.
Understanding of tools such as PowerBI , Clari , SFDC (Salesforce) , Co-pilot и other AI programs .
This role will require travel mainly around South Africa—especially Cape Town , Durban —and surrounding Johannesburg region .

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Ready to Join Us? At Sophos we believe in power diverse perspectives fuel innovation . Research shows candidates sometimes hesitate apply if they don't check every box job description . We challenge that notion . Your unique experiences & skills might exactly what we need enhance our team . Don't let checklist hold back – encourage apply . What's Great About Sophos? · Sophos operates remote-first working model making remote work primary option most employees . However some roles may necessitate hybrid approach . While we are remote first organization applicants must have legal authorization work jurisdiction where position posted without requiring employer sponsorship . · Our people – innovate & create accompanied great sense fun & team spirit · Employee-led diversity & inclusion networks build community & provide education & advocacy · Annual charity & fundraising initiatives & volunteer days employees supporting local communities · Global employee sustainability initiatives reducing environmental footprint · Global fitness & trivia competitions keeping bodies & minds sharp · Global wellbeing days employees relax & recharge · Monthly wellbeing webinars & training supporting employee health & wellbeing Our Commitment To You We’re proud our diverse & inclusive environment at Sophos committed ensuring equality opportunity . We believe diversity combined excellence builds better Sophos so encourage applicants contribute diversity team . All applicants treated fairly regardless gender/sex/gender reassignment/marital status/race/religion/belief/color/age/military veteran status/disability/pregnancy/maternity/sexual orientation . We want give every opportunity show best self if adjustments needed recruitment process support please let us know . Data Protection If explore opportunity share CV or personal details these held by Sophos 12 months per Privacy Policy used recruitment team contact regarding this or other relevant opportunities at Sophos . To delete or update details follow Privacy Policy steps describing individual rights . For more info data protection consult Privacy Policy Cybersecurity Service Delivered | Sophos We may use artificial intelligence (AI) tools supporting parts hiring process such reviewing applications/analyzing resumes/assessing responses assisting recruitment but not replacing human judgment . Final hiring decisions made humans .