Channel Account Executive - MSP (m/f/d)

In this role you will manage Sophos’ most strategic MSP partners and drive revenue growth and profitability through joint business plans. You will work across partner organizations to identify MSP and MDR opportunities, support complex deals, and coordinate cross‑functional resources to meet partner targets. You’ll translate partner data into strategic insights, track adoption metrics, and adjust approaches to accelerate growth. You will enable partners to leverage Sophos’ portfolio to improve customers’ security posture, renewals, and expansion opportunities. This position offers a chance to shape the partner ecosystem in a dynamic cybersecurity business with a remote‑first culture and a AB

• remote-first
• diversity and inclusion networks
• charity and volunteering
• sustainability initiatives
• wellbeing days and webinars
• global fitness and trivia

• Develop relationships across partner organizations to drive MSP/MDR revenue growth
• Understand partner business models and profitability to influence joint plans
• Turn data analysis into strategic insights to improve adoption and forecast accuracy
• Enable partners to leverage Sophos’ portfolio for better customer security outcomes
• Support partners in qualifying and closing complex deals with cross‑functional teams
• Own joint business reviews with defined KPI’s and SMART goals
• Collaborate on marketing plans with partners to build pipeline and ROI
• Coordinate involvement of Sophos resources to meet partner performance and expectations
• Drive renewal rates and create engagement plans for cross‑sell opportunities
• Educate and enable partner sales and technical staff with training and certifications

• In depth MSP Partner Management experience in Central and Eastern Europe
• Proven ability to develop business plans and service offerings with MSPs
• Experience with RMM/PSA platforms and integrating commercial models
• Strategic, long‑term thinking with strong business leadership
• Track record of exceeding quotas and sales metrics in a partner environment
• Proven ability to build C‑level relationships and work across organizations
• Proven success in partner‑driven net new and customer new sales
• Strong questioning, active listening, and communication skills
• Ability to align internal and external stakeholders to shared goals
• Understanding of target market dynamics across Small to Enterprise and Public Sector

• relationship building
• strategic thinking
• analytical mindset
• MSP channel management
• RMM/PSA platforms
• data analysis and forecasting