[Hiring] Senior Channel Sales Engineer @Sophos

Role Description

The Channel-Focused Sales Engineer will act as the dedicated technical lead for a high-impact national partner, playing a critical role in driving joint success. This individual will bring strong channel experience, operate with a high degree of autonomy, and excel in a fast-paced, partner-centric environment.

In this role, you will lead technical enablement and support pre-sales activities, leveraging your expertise in cybersecurity solutions, particularly in Managed Detection and Response (MDR), threat detection, and incident response—to help partners effectively position and sell solutions.

Reporting to the Director of Sales Engineering – Channel, this position is ideally based in the Greater Toronto Area. You will be responsible for accelerating strategic partner growth across North America by strengthening technical capabilities, enabling partner success, and driving revenue through the effective adoption and positioning of Sophos products and services.

What You Will Do

• Partner with Channel Account Executives in driving Partner revenue growth
• Technically Develop, Train, Enable, and Manage strategic channel partners
• Track & document channel partner’s technical capabilities and identify gaps
• Understand and identify emerging portfolio trends to inform strategic product and GTM decisions
• Provide training, content, and solutions to address these gaps
• Effectively manage the volume technical needs of Partners by developing and delivering a programmatic, predictable, and scalable technical business model that drives growth
• Work with Marketing & CAMs/CAEs to create strategic sales plays and programs that naturally fit into our Partner’s sales motions
• Influence Partner sales engineers and account managers to sell Sophos over competition through creative events, programs, incentives, and technical sales support

Qualifications

• Minimum 10+ years prior sales engineering experience a must
• A proven track record of quota achievement and demonstrated career stability
• Excellent presentation skills
• Help lead business reviews with leaders
• Competitive, Self-starter, Hunter-type mentality
• Cybersecurity Experience
• Data Analysis, PowerBI, and GenAI skillset
• Building mutually beneficial business relationships
• Strong written and verbal communication skills, with an ability to influence and negotiate
• Quickly learns and adopts new approaches and techniques
• Strong multitasking skills with an ability to prioritize competing deadlines
• Teamwork & Conflict Resolution
• Ability to travel as needed to support partner events or in-region collaboration

Requirements

• In Canada, the base salary for this role ranges from $142,100 to $236,600
• In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package
• The OTE for this role ranges from $203,000 to $338,000
• 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

Benefits

• Sophos operates a remote-first working model, making remote work the primary option for most employees
• 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

Company Description

At Sophos, we believe in the power of diverse perspectives to fuel innovation. 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.