Channel Account Executive – Cloud and Technology Alliances (AWS and Azure Marketplace)

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.

Role Summary

We are seeking a high-impact Cloud Marketplace & Alliances Manager to own and deliver revenue growth through hyperscaler marketplaces and strategic technology alliances. This is a quota-carrying role with direct responsibility for marketplace-sourced and partner-influenced pipeline and revenue.

The role sits at the intersection of Sales, Partnerships, and Go-to-Market execution, and is focused on scaling predictable revenue via hyperscaler marketplaces while deepening co-sell, co-marketing, and referral motions with hyperscalers and key technology partners.

What You Will Do

• Own and deliver against a marketplace and alliances revenue quota, including pipeline creation, acceleration, and closed revenue
• Drive measurable revenue growth through hyperscaler marketplaces and strategic technology alliance partnerships
• Build, manage, and forecast a partner-sourced and partner-influenced pipeline in close collaboration with regional sales teams
• Lead co-sell, co-marketing, and referral motions with hyperscalers and aligned technology alliance partners to support quota attainment
• Develop compelling partner-facing value propositions and sales plays in partnership with Product Marketing
• Partner cross-functionally with Sales, Marketing, Partner, and Product teams to align alliance execution with regional GTM priorities and revenue goals
• Cultivate and manage executive and field-level relationships within hyperscalers and technology alliance partners to drive deal engagement and field alignment
• Execute marketplace GTM motions including private offers, joint offerings, and co-branded campaigns with resellers and technology partners
• Accurately track, forecast, and report marketplace-driven pipeline and revenue, ensuring strong inspection, cadence, and predictability
• Enable and influence regional sales teams through co-sell training, deal strategy sessions, and joint account planning
• Represent the company in joint business reviews, pipeline calls, partner summits, and industry events to drive deal momentum and partner commitment
• Ensure operational rigor, CRM hygiene, and visibility across partner-driven opportunities from creation through close

What You Will Bring

• 4+ years of experience in cloud, marketplace, or technology alliance roles with direct or influenced revenue responsibility
• Proven success carrying and achieving revenue targets in a partner-led or co-sell environment
• Strong ability to build trusted relationships with partner sales teams and internal field organizations
• Deep understanding of hyperscaler ecosystems and marketplace sales motions
• Track record of managing complex partnerships that result in measurable pipeline and closed revenue
• Commercial mindset with the ability to engage directly in deal execution, negotiation, and sales alignment
• Excellent communication skills and the ability to influence across functions, levels, and regions
• Self-starter who thrives in a fast-paced, outcome-oriented, global environment

Preferred Qualifications

• Hands-on experience with AWS and Microsoft Azure Marketplaces, including private offers and co-sell motions
• Background working with ISVs or SaaS companies scaling revenue through hyperscaler alliances
• Prior channel, marketplace, or partner-led sales experience
• Experience working with Salesforce or similar CRM tools for pipeline and forecast management

In the United States, the base salary for this role ranges from $118,800 to $198,000. In addition to the base salary, there's a component for target sales commissions alongside 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. #li-remote #li-MG1 #b2
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