Channel Sales Engineer

Role Summary

The Channel-Focused Sales Engineer will act as the dedicated technical lead for a portfolio of core partners, playing a critical role in driving joint success. This individual will bring channel experience, operate with a high degree of autonomy, and excel in a fast-paced, partner-centric environment. In this role, you will own technical enablement and support pre‑sales activities, leveraging your expertise in cybersecurity solutions, particularly in Managed Detection and Response (MDR), threat detection, and incident response—to help partners effectively position and sell solutions.

Reporting to the Manager of Sales Engineering – Channel, this position is ideally based in the Greater Toronto Area. You will be responsible for accelerating partner growth across North America by strengthening technical capabilities, enabling partner success, and driving revenue through the effective adoption and positioning of Sophos products and services.

• Support partner‑led revenue growth by assisting Channel Account Executives in day‑to‑day partner activities.
• Participate in Partner Discovery sessions to learn partner operating models, service lines, and technical maturity.
• Deliver product demos, assessments, and POCs to partners under the guidance of senior engineers.
• Support partner SEs during evaluations and build the skills to run these motions independently over time.
• Communicate Sophos technical differentiation and platform value to partner teams.
• Collaborate with Marketing, CAMs, and CAEs to support programs that accelerate partner‑led opportunities.
• Track and document partner technical capabilities and emerging trends, sharing findings with the wider team.
• Help partners work toward technical requirements, certifications, and readiness standards.

• Minimum 3+ years prior sales engineering experience a must.
• A proven track record of quota achievement and consistent performance.
• Strong cybersecurity background across products, platforms, or service lines.
• Excellent presentation, storytelling, and demo skills with technical and executive audiences.
• Experience contributing to, or leading partner business reviews with senior leaders.
• Competitive, self‑starter mindset with a hunter mentality and a bias for action.
• Ability to build strong, mutually beneficial business relationships.
• Strong written and verbal communication skills with the ability to influence and negotiate.
• Proficiency in data analysis, including Power BI and emerging GenAI workflows.
• Ability to quickly learn and adopt new approaches, technologies, and techniques.
• Strong multitasking and prioritization skills in fast‑moving environments.
• Effective teamwork, collaboration, and conflict resolution skills.
• Ability to travel as needed to support partner events or in‑region collaboration.

In Canada, the base salary for this role ranges from $78,600 to $128,600. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate’s specific pay within this range will depend on a variety of factors, including job‑related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.

• Sophos operates a remote‑first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.
• Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit.
• Employee‑led diversity and inclusion networks that build community and provide education and advocacy.
• Annual charity and fundraising initiatives and volunteer days for employees to support local communities.
• Global employee sustainability initiatives to reduce our environmental footprint.
• Global fitness and trivia competitions to keep our bodies and minds sharp.
• Global wellbeing days for employees to relax and recharge.
• Monthly wellbeing webinars and training to support employee…