Senior Channel Account Manager - Focused on Eastern Europe Region (m/f/d)
Hungary
Sales – Inside Sales /
Permanent /
Remote
About Us
Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other every day and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.
Role Summary
As Senior Channel Account Manager you will work primarily from home as part of a small team (including Outside Sales and Manager), managing a dedicated group of Named Sophos Partners as well as midmarket and enterprise customers in the Eastern Europe region. The main objective is to support partners in increasing Sophos billings and to guide and educate them so they align their activities with our continuously expanding portfolio, while managing customers and prospects to grow and maintain Sophos business and consistently meet or exceed sales targets.
The candidate needs to be located in Hungary.
What You Will Do:
- Achieve bookings quota & KPIs for all assigned Partner Accounts and assigned customer territory / segment.
- Work with Sophos EE-Named Partners in collaboration with dedicated Channel Account Executives (Outside Sales) to drive Partner business
- Manage the entire customer engagement process, from customer requests coming through channel partners to development and retention
- Work with the Channel Account Executives to develop and execute on a joint Partner business plan that drives our mutual business in line with Sophos short and long-term goals.
- Be the first point of contact for operational issues and act as coordinator between the Partner and Sophos
- Consistently articulate Sophos’ value proposition to Partners to maintain and expand Sophos’ business within Partner base
- Support channel planning process in collaboration with dedicated Channel Account Executive for assigned Partners
- Consistently articulate Sophos’ value proposition to customers in order to maintain and expand Sophos’ business within assigned customer accounts
- Work on Sophos generated Leads & Opportunities meeting internal SLAs
- Maintain close relationships and establish regular meetings with Partners and our End-Customers to support pipeline management process
- Successfully implement Sophos defined sales methodologies in your daily business calls with partners
- Create and deliver sales related presentations through webcasts to the sales team at the Regional Partners to gain commitment to sell Sophos and increase share within the Partner.
- Offer knowledgeable advice and support Partners with their inquiries
- Establish support mechanisms to make Sophos the easiest and preferred vendor to work with and actively remove barriers to that aim, driving a positive impact in partner satisfaction and Sophos share of the Partner’s business.
- Drive a high renewal rate through the partner’s customers through ensuring partners focus on their renewals and identify cross-sell opportunities within larger renewals, work closely with Customer Account Teams
- Work close with the MSP team to develop the business and identify MSP business opportunities
- Provide information, arrange training and coach Partners to ensure that they are trained to use Sophos systems and tools (Partner Portal etc…)
- Develop and maintain detailed knowledge of Sophos products and services
- Independent participation at internal education and training programs
- Adherence to CRM (Salesforce), business systems and activity management standards, ensuring all activity is logged and accurately updated
- Provide fast response times to requests and queries in personal and team mailbox
- Analyse Partner performance based on Management key metrics (e.g. revenue, % un-renewed rate, pipeline, won/loss, product growth etc…)
- Deliver quarterly business review to Management
- Attend partner sites and Sophos organised Partner events to generate business opportunities when necessary
- Substitution of colleagues within the sales team during holidays, illness and transition time
What You Will Bring:
- Several years work experience preferably in sales environments
- Preferably experience in selling IT solutions
- Experience selling with and through channel partners
- Strong time management and organisational skills
- Good knowledge of Sales Processes including acquisition, development and retention
- Strong communication & telephone skills
- Previous use of CRM system
- Working in a sales or customer service environment
- Strong structured working method
- Strong communication skills in English– verbal and written
- Strong Negotiation skills
- Strong Presentation skills
- Ability to prioritize
- Conflict handling approach
- Ability to thrive in a team selling environment
- Strong skills in flexibility, proactivity and self -motivation approach
- Ability to be technically minded
- Quickly learns and adopts new approaches and techniques
#IC3
#B2
#LI_MT1
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. 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 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. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos
