Sophos3mo ago

MSP Channel Account Executive (CAE) (Dubai, UAE)

United Arab Emirates·DubaiRemotePermanentmid

OtherChannel Account Executive

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Overview

About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services.

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salesforcecybersecurityforecastingmachine-learning

About Us

Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.

Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.

Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

The MSP CAE will be responsible for recruiting and onboarding Managed Service Providers (MSP) to promote and sell the complete Sophos Portfolio (EPP, XDR, MDR, Firewalls) offerings throughout territory as well as managing and supporting partners in the region either directly or in conjunction with our sales teams. The CAE will partner with Sales, Channel, Business Operations, and other members of the Marketing organisation to become part of a core team that will drive the growth of new business and help retain and grow top service providers.

Success will be measured by the overall health and hygiene of the MSP business, productivity of active MSP partners and the associated revenue from the sale of Sophos products and solutions through the MSPs to their respective end-user customer base along with the support, growth and productivity. Role involves recruitment of larger MSP partners like e&, MTN, Airtel, Saudi Telecom as well as SOC Providers in Middle East, Turkey & Africa Region.

Recruit net new MSPs through direct meetings, conference participation, interaction with distribution and other means

Achieve bookings quota through MSPs in the assigned territory to achieve company goals

Provide accurate forecasting of MSPs revenue

Onboard and enable MSPs to ensure partner success in selling and supporting all Sophos solutions

Interact with MSPs to manage through issues with a high degree of professionalism and attentiveness.

Negotiate and manage contracts, where applicable

Train and educate the MSP partners on all Sophos offerings

Train and educate Sophos sales employees on the MSP business, and how to sell and support MSPs

Communication with stakeholders in global MSP team, business unit, local marketing and sales organisation to make price book and quote guideline

To develop the documents required in the MSP sales process

To be a knowledge base of pricing and licensing structure of whole Sophos MSP products and to answer to questions from salespersons about them

Success Measurement: Recruit MSP Partners, accelerate MSP growth, persistent communication with stakeholders in relevant departments to collect appropriate information, successful enablement of sales within Sophos and MSP community, develop and drive marketing campaigns and promotions in conjunction with local Marketing team, development and growth of strategic partners in the region individually or with the wider Sophos team

Solid 7+ experience in 2-tier channel business, knows how this works, able to operate all tools in the background: Partner Portal, Partner Contracts, On boarding of partners, business plans for partners

Strong Channel Sales experience

Excellent communication and presentation skills, both written and verbal

English language is essential

Understanding of sales and order process

Understanding of software license and hardware products

Financial Acumen, ability to understand & forecast recurring revenue model

Knowledge of Salesforce

This position may require up to 30% travel