Channel Account Manager – MSP

This is a fully remote position, open to applicants in Philippines.

📋 Description

• Recruit and onboard new MSP partners into the Sophos MSP program.

• Activate inactive or underperforming partners into revenue-generating MSPs.

• Propel partner advancement through MSP tiers (e.g., Flex to advanced programs).

• Assist partners in developing lucrative managed security practices aligned with recurring revenue models.

• Oversee monthly recurring revenue (MRR) growth for assigned MSP partners.

• Promote cross-selling and attachment of key solutions (Endpoint, MDR, Email, Firewall).

• Enhance consumption within the MSP Flex billing model (usage-based growth).

• Implement territory plans with specific targets for:

• - New partner activation.

• - Revenue growth.

• - Product attachment rates.

• Provide structured onboarding for new MSP partners (tools, billing, positioning).

• Conduct regular business reviews with key partners.

• Advocate for certifications and training to ensure partner readiness.

• Educate partners on MSP business models, Sophos differentiation and value proposition, sales strategies, and go-to-market campaigns.

• Manage a large volume of partners and opportunities with effective prioritization.

• Maintain precise pipeline, forecasting, and activity tracking in Salesforce.

• Accelerate deal velocity through distributor alignment, presales collaboration, and prompt quoting and deal registration.

⛳️ Requirements

• 3–5 years of experience in channel sales, inside sales, or partner development.

• Experience in high-volume SMB or mid-market environments.

• Familiarity with IT, cybersecurity, or SaaS consumption models.

• Experience with MSPs, resellers, or subscription-based business models (Preferred).

• Understanding of recurring-revenue or consumption-based sales (MRR mindset) (Preferred).

• Experience with distributors in APJ/ASEAN markets (Preferred).

• Proficient with CRM systems (Salesforce) and partner pipelines (Preferred).

🏝️ Benefits

• Sophos operates with a remote-first work model, making remote work the primary option for the majority of employees. However, some roles may require a hybrid approach.

• Our team fosters innovation and creativity, all while enjoying a strong sense of fun and camaraderie.

• Employee-led diversity and inclusion networks that cultivate community and provide education and advocacy.

• Annual charity and fundraising initiatives along with volunteer days for employees to support local communities.

• Global employee sustainability initiatives aimed at reducing our environmental footprint.

• Worldwide fitness and trivia competitions to keep our bodies and minds sharp.

• Global well-being days for employees to unwind and recharge.

• Monthly well-being webinars and training to support employee health and wellness.