Inside Channel Account Manager iCAM (EMEA/US/APAC)

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, US or EMEA markets.

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.

What You Will Do

• 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: Drive deal velocity through: Distributor alignment / Presales collaboration / Fast turnaround on quoting and deal registration

What You Will Bring

• 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/US/EMEA markets
• Familiarity with CRM systems (Salesforce) and partner pipelines

#B1

What does remote mean at Sophos?

Sophos supports flexible ways of working, with many roles offered remotely and others working in a hybrid model. For remote roles, you may work remotely within the location specified in the job posting. Candidates must reside in and be authorized to work in that location. Our teams collaborate across locations and time zones, using technology to stay connected and deliver results.

Our Commitment To You

Sophos welcomes applicants with diverse experiences, perspectives, and backgrounds. We believe great ideas come from different ways of thinking, and we are committed to building a workplace where people can contribute, grow, and succeed.

We evaluate all candidates based on job-related skills, qualifications, and experience, and are committed to providing equal employment opportunities consistent with applicable laws and regulations.

If you require a reasonable accommodation during any stage of the recruitment process, please contact [email protected]. Any information shared will be used only for the purpose of evaluating and providing the requested accommodation.