Channel Account Manager (MSP)

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