Inside Channel Account Manager – iCAM, EMEA/US/APAC
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Job Description
Channel Account Manager scaling Sophos’s MSP cybersecurity ecosystem across ASEAN. Driving partner activation, recurring revenue, product adoption, and consumption-based growth.
Responsibilities:
- 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
- Help partners build profitable managed security practices aligned to recurring revenue models
- Own monthly recurring revenue growth across assigned MSP partners
- Drive cross-sell and attach of Endpoint, MDR, Email, and Firewall solutions
- Increase consumption within the MSP Flex billing model
- Execute territory plans targeting partner activation, revenue growth, and product attach rates
- Deliver structured partner onboarding covering tools, billing, and positioning
- Conduct regular business reviews with top partners
- Promote certifications and training for partner readiness
- Educate partners on MSP business models, Sophos differentiation, sales plays, and GTM campaigns
- Manage a high volume of partners and opportunities with strong prioritization
- Maintain pipeline, forecasting, and activity tracking in Salesforce
- Drive deal velocity through distributor alignment, presales collaboration, quoting, and deal registration
- Work closely with distributors, MSP specialists, and sales engineers to drive consumption-based growth and partner success
Requirements:
- 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, especially Salesforce, and partner pipelines
- Legal authorization to work in the Philippines without requiring employer sponsorship
Benefits:
- Remote-first working model
- Employee-led diversity and inclusion networks
- Annual charity and fundraising initiatives
- Volunteer days
- Global employee sustainability initiatives
- Global fitness and trivia competitions
- Global wellbeing days
- Monthly wellbeing webinars and training
- Recruitment and selection process adjustments for accessibility, upon request
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