Channel Account Manager; MSP

Role Summary

We are seeking a high‑energy, early‑career Channel Account Manager focused on developing and scaling Sophos’ Managed Service Provider (MSP) ecosystem across ASEAN.

This role is responsible for recruiting, activating, and growing MSP partners using the Sophos MSP program, with a focus on driving recurring revenue, increasing product adoption, and enabling partners to deliver profitable cybersecurity services.

You will manage a large portfolio of partners in a high‑velocity environment, working closely with distributors, MSP specialists, and sales engineers to drive consumption‑based growth and long‑term partner success.

• Partner Growth and MSP Development
  • Recruit and onboard new MSP partners into the Sophos MSP program
  • Activate dormant or low‑performing partners into revenue‑generating MSPs
  • Drive partner progression through MSP tiers (e.g., Flex to advanced programs)
  • Help partners build profitable managed security practices aligned to recurring revenue models
• Revenue Ownership
  • Own monthly recurring revenue (MRR) growth across assigned MSP partners
  • Drive cross‑sell and attach of key solutions (Endpoint, MDR, Email, Firewall)
    Increase consumption within the MSP Flex billing model (usage‑based growth)
  • Execute territory plan with clear targets across:
    • New partner activation
    • Revenue growth
    • Product attach rates
• Partner Engagement and Enablement
  • Deliver structured onboarding for new MSP partners (tools, billing, positioning)
  • Conduct regular business reviews with top partners
  • Promote certifications and training to ensure partner readiness
  • Educate partners on:
    • MSP business models
    • Sophos differentiation and value proposition
    • Sales plays and GTM campaigns
• High‑velocity pipeline management
  • Manage a high volume of partners and opportunities with strong prioritization
  • Maintain accurate pipeline, forecasting, and activity tracking in Salesforce
  • Drive deal velocity through:
    • Distributor alignment
    • Presales collaboration
    • Fast turnaround on quoting and deal registration

• 3–5 years of experience in channel sales, inside sales, or partner development
• Experience working in high‑volume SMB or mid‑market environments
• Exposure to IT, cybersecurity, or SaaS consumption models
• Experience working with MSPs, resellers, or subscription‑based business models
• Understanding of recurring‑revenue or consumption‑based sales (MRR mindset)
• Experience working with distributors in APJ/ASEAN markets
• Familiarity with CRM systems (Salesforce) and partner pipelines

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.

We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.