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Sophos

Posted 27 days ago

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Inside Channel Account Manager iCAM (EMEA/US/APAC)

PhilippinesRemote

AI Summary

An early-career Channel Account Manager at Sophos focused on recruiting, onboarding, and growing Managed Service Provider (MSP) partners across ASEAN, US, or EMEA markets to drive recurring revenue and product adoption.

About this role

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

We are seeking a high-energy, early-career Channel Account Manager focused on developing and scaling Sophos’ Managed Service Provider (MSP) ecosystem across ASEAN, US or EMEA markets.

This role is responsible for recruiting, activating, and growing MSP partners using the Sophos MSP program, with a focus on driving recurring revenue, increasing product adoption, and enabling partners to deliver profitable cybersecurity services.

You will manage a large portfolio of partners in a high-velocity environment, working closely with distributors, MSP specialists, and sales engineers to drive consumption-based growth and long-term partner success.

What You Will Do

Partner Growth and MSP Development

  • Recruit and onboard new MSP partners into the Sophos MSP program
  • Activate dormant or low-performing partners into revenue-generating MSPs
  • Drive partner progression through MSP tiers (e.g., Flex to advanced programs)
  • Help partners build profitable managed security practices aligned to recurring revenue models

    • Revenue Ownership

  • Own monthly recurring revenue (MRR) growth across assigned MSP partners
  • Drive cross-sell and attach of key solutions (Endpoint, MDR, Email, Firewall)
  • Increase consumption within the MSP Flex billing model (usage-based growth)
  • Execute territory plan with clear targets across:
    • New partner activation
    • Revenue growth
    • Product attach rates

      • Partner Engagement and Enablement

    • Deliver structured onboarding for new MSP partners (tools, billing, positioning)
    • Conduct regular business reviews with top partners
    • Promote certifications and training to ensure partner readiness
    • Educate partners on:
      • MSP business models
      • Sophos differentiation and value proposition
      • Sales plays and GTM campaigns

        • High-velocity pipeline management

      • Manage a high volume of partners and opportunities with strong prioritization
      • Maintain accurate pipeline, forecasting, and activity tracking in Salesforce
      • Drive deal velocity through:
        • Distributor alignment
        • Presales collaboration
        • Fast turnaround on quoting and deal registration

    • What You Will Bring

  • 3–5 years of experience in channel sales, inside sales, or partner development
  • Experience working in high-volume SMB or mid-market environments
  • Exposure to IT, cybersecurity, or SaaS consumption models

    • Desirable

  • Experience working with MSPs, resellers, or subscription-based business models
  • Understanding of recurring-revenue or consumption-based sales (MRR mindset)
  • Experience working with distributors in APJ/ASEAN markets
  • Familiarity with CRM systems (Salesforce) and partner pipelines

    • Skills

    Business ReviewsConsumption-based SalesCRMDeal RegistrationDistributor AlignmentEmailEndpointFirewallITDRMDRMid-MarketMRRPartner PipelinesPresales CollaborationQuotingSaaSSalesforceSIEMSMBXDR

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