Senior Channel Sales Engineer

About Us

Sophos is a worldwide leader and innovator of advanced cybersecurity solutions, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies that help organizations defeat cyberattacks. As one of the largest pure-play cybersecurity providers, Sophos defends more than 500,000 organizations and more than 100 million users globally from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through its cloud-based Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed, turnkey security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com. 

Role Summary

The Strategic Channel Sales Engineer will partner with Channel Account Executives in driving strategic partner revenue growth, and technically develop and enable those partners to sell Sophos products & services. 

What You Will Do

• Technically Develop, Train, Enable, and Manage strategic channel partners
• Track & document channel partner’s technical capabilities and identify gaps
• Provide training, content, and solutions to address these gaps.
• Effectively manage the volume technical needs of Partners by developing and delivering a programmatic, predictable, and scalable technical business model that drives growth
• Work with Marketing & CAMs/CAEs to create strategic sales plays and programs that naturally fit into our Partner’s sales motions
• Influence Partner sales engineers and account managers to sell Sophos over competition through creative events, programs, incentives, and technical sales support
• Support partner technical sellers on Demos, Customer Health Checks/Assessments, POCs, and Call Campaigns
• Help administer Partner Program Requirements
• Provide assistance for support cases, Rapid response and/or PS engagements where appropriate
• Know strengths and weaknesses of the top competitors for primary Sophos products
• Facilitate and escalate support cases, professional services engagements, and rapid response assistance, etc. where appropriate
• Assist Partner technical sellers in their technical sales cycles, and achieve technical wins by providing technical leadership and orchestrating internal and external resources

What You Will Bring

• Minimum 5+ years prior sales engineering experience a must.
• Proven ability to sell solutions.
• A proven track record of quota achievement and demonstrated career stability
• Excellent presentation skills to executives & individual contributors
• Competitive, Self-starter, Hunter-type mentality.
• Previous experience in Cybersecurity.
• Working with spreadsheets and other business tools
• Building mutually beneficial business relationships
• Strong written and verbal communication skills, with an ability to influence and negotiate
• Quickly learns and adopts new approaches and techniques
• Strong multitasking skills with an ability to prioritize competing deadlines
• Teamwork & Conflict Resolution

In the United States, the cash compensation for this role ranges from $137,000 to $228,000. This includes a base salary componentand target sales commissions component. In addition to this cash compensation, we offer 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. 

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Ready to Join Us?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.

What's Great About Sophos?

· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.

· 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 health and wellbeing

Our Commitment To You

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. 

Data Protection

If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos’ data protection practices, please contact [email protected].