Channel Account Manager – MSP

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

📋 Description

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

• Reactivate inactive or underperforming partners to transform them into revenue-generating MSPs.

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

• Assist partners in establishing profitable managed security practices that are aligned with recurring revenue models.

• Take ownership of monthly recurring revenue (MRR) growth among assigned MSP partners.

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

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

• Implement a territory plan with specific targets for:

• - New partner activation.

• - Revenue growth.

• - Product attach rates.

• Provide structured onboarding for new MSP partners, covering tools, billing, and positioning.

• Conduct regular business reviews with top-tier partners.

• Advocate for certifications and training to ensure partners are well-prepared.

• Educate partners on:

• - MSP business models.

• - Sophos differentiation and value proposition.

• - Sales plays and go-to-market campaigns.

• Manage a significant volume of partners and opportunities while prioritizing effectively.

• Ensure accurate pipeline, forecasting, and activity tracking in Salesforce.

• Accelerate deal velocity through:

• - Distributor alignment.

• - Presales collaboration.

• - Quick responses to 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 working with distributors in the APJ/ASEAN markets (Preferred).

• Knowledge of CRM systems (Salesforce) and partner pipelines (Preferred).

🏝️ Benefits

• Sophos operates under a remote-first working model, making remote work the primary option for most employees.

• Our workforce thrives on innovation and creativity, all while fostering a strong sense of fun and team spirit.

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

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

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

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

• Global wellbeing days for employees to relax and rejuvenate.

• Monthly wellbeing webinars and training sessions to support employee health and wellness.