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Business Development Manager (OEM and Alliance)



Sales & Business Development
United States
Posted on Wednesday, July 5, 2023
Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central – the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos has major hubs around the globe. More information is available at
Role Summary
Sophos is looking for a highly motivated, self-driven, and experienced Business Development Manager to join our OEM team. As the Business Development Manager, you will play a key role in our success by analyzing prospects' use cases and providing a great first point of contact while helping identify strong partnerships between Sophos and its OEM partners. We are looking for talented, passionate, and driven sales individuals interested in joining our team to help us take Sophos to the next level. At Sophos, you will find an environment where innovation and success come from creative collaboration and where the goal is to move fast and excel.

What You Will Do

  • Responsible for the development and delivery of their OEM Channel Sales strategy to customers and prospects.
  • Manage OEM engagements to design strategies to acquire more business deals.
  • Participate in innovative projects to enhance the sales proposal process.
  • Identify new markets to widen the market base for enhanced revenue and profit generation.
  • Develop and execute segmented sector sales plans, identifying key prospects, key decision makers and influencers.
  • Manage large/global enterprise prospect and customer evaluations, proof of concepts, and any RFP/RFIs.
  • Develop, support, and execute the existing Channel ‘GTM’ strategy.
  • Collaborate with other teams throughout the company to achieve sustainable growth in line with business objectives.
  • Ensure a positive prospect/customer experience and make our customers successful.

What You Will Bring

  • Minimum 5 years + of previous experience within OEM, channel sales, account management or business development role within cybersecurity or a similar related market.
  • Demonstrated Partner, Channel and OEM sales success experience.
  • Ability to develop relationships and engage at all levels within partners (Sales to C-suite).
  • Experience in handling and managing RFP/RFIs and tender processes.
  • Demonstrated ability to communicate effectively with sales leadership and to build productive working relationships at senior levels.
  • Experience in managing commercial pricing strategies for OEM Partners.
  • Strong organizational and planning skills, able to progress quickly on multiple priorities in parallel.
Applicants in Colorado, California, Washington, and New York City may email for the up-to-date salary ranges for the position.
What's Great About Sophos?
· 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 that 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. If you have any questions about Sophos’ data protection practices, please contact