Senior Channel Account Executive MSP

Role SummaryThe Senior Channel Account Executive (MSP CAE) is accountable for managing our most strategic Sophos MSP partners.

They are responsible for developing joint business plans with partners to hit revenue and profitability targets by developing new customer MSP services, MDR and next-gen portfolio opportunities, as well as new logo, up-sell, cross-sell and renewal conversations with existing customers.

What You Will Do:Develop relationships at all levels across the partner to drive revenue growth and profitability; particularly for MSP and Managed Detection and Response (MDR).Gain a detailed understanding of the partners business, investment areas, and profitability factors to positively influence the joint business plan, that drives incremental opportunities to deliver outstanding growth for the partner and Sophos.Strong analytical skills, and demonstrated ability to turn detailed data analysis into useful strategic insight in order to drive customer adoption and make appropriate recommendations to the business - Establish ways to measure and track metrics related to adoption of our solutions and to make improvements to the approach based on those measurementsEnable partners to take full advantage of Sophos’ comprehensive solution and services portfolio to improve their customer’s security protection and response.Directly support partners to qualify and close complex customer deals, engaging wider sales and sales engineer teams where required to gather insights and 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