Sophos

• The Technical Account Manager (TAM) acts as the primary technical advisor for a portfolio of Sophos customers and partners. • This role combines deep technical expertise with strong customer engagement, ensuring proactive support, faster issue resolution, and long-term customer success. • You will build an in-depth understanding of customer environments, advocate for their needs internally, and collaborate across teams to deliver high-quality support and strategic guidance.

• Architect, design, and develop products or systems aligned with the technical strategy, delivery timelines, and the quality and functional expectations defined with Product Management. • Define and support unit, system, and integration testing across your own code and the broader product or system; resolve defects, log issues, and assess potential impact on related products or systems. • Conduct and contribute to peer reviews of code, designs, and specifications in collaboration with the Development Lead or Manager. • Manage competing priorities effectively and plan your time to consistently deliver against agreed objectives. • Partner with Test Leads to recommend appropriate and effective testing strategies for the product or system • Review requirement specifications for completeness, identify gaps or ambiguities, and propose alternative approaches to Product Management aligned with business needs. • Drive the adoption of new architectures, technologies, design patterns, and engineering productivity improvements to strengthen quality, reliability, and delivery efficiency across projects or the team. • Recommend improvements to engineering standards and processes across the wider organization and take ownership of assigned implementation areas.

• 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

• Be Sophos’ ‘on the ground’ presence to support all partners to achieve bookings quota and business and product targets in the assigned territory • Manage all day-to-day queries for channel partners in the assigned territory • Drive territory channel planning process (define capacity, recruitment, and enablement requirements for all partner types) • Identify and recruit top partners as defined by the channel planning process • On-board and enable top partners to ensure partner success in marketing all Sophos solutions • Communicate and follow up to ensure top partners remain up to date on all necessary training and certifications • Conduct joint-business planning with top territory partners • Align with distribution manager and distribution to get channel strategy implemented • Align Sophos resources to support distribution partner activities • Cultivate strong consultative relationships with key individuals at top partners and act as single point of contact to ensure satisfaction of top partners

• You will handle all technical aspects of a supporting distribution partners by determining technical requirements and making product trials and evaluations successful.

• Provide Sophos customers with Technical Support within the defined parameters of Sophos Support Services including customers with defined SLAs, with a focus on quality and customer satisfaction, covering our Network products • Provide advanced troubleshooting via remote sessions to modify customer’s environment towards a resolution that includes, but is not limited to: Installation issues, best practice configuration, network troubleshooting, Windows, Linux, Mac and Unix OS configuration. • Handle technical escalations within team response/resolution targets • Ability to work weekend and on-call shifts on a rotational basis • Provide Team Leader or Manager feedback about Technical Support procedures and policies, to improve overall customer satisfaction as well as engineer efficiency

• Contribute to the design and implementation of product features that align with technical strategy, quality standards, and functional requirements. • Develop clean, maintainable code along with corresponding automated tests. • Participate in release planning, providing reliable estimations and delivering work that meets scope and quality expectations. • Engage in code reviews and other collaborative engineering practices. • Take part in daily standups, sprint ceremonies, and retrospective discussions. • Participate in security reviews of new development to help ensure compliance with Sophos security requirements and industry best practices. • Troubleshoot and resolve issues, escalating complex problems to more senior team members when appropriate.

• Consistently exceed sales quotas by acquiring new enterprise customers and driving cross-selling and upselling opportunities • Orchestrate the end-to-end customer engagement process • Initiate and lead high-impact sales strategies and collaborative efforts with key partners • Develop and nurture executive-level relationships • Conduct strategic site visits to identify growth opportunities • Maintain impeccable account and opportunity data within CRM systems • Deeply understand customer business dynamics to align and upsell SOPHOS solutions • Communicate SOPHOS’s value proposition effectively • Adhere to and advocate for the SOPHOS Sales Methodology (MEDDPICC) • Engage in continuous learning and training to stay ahead of product developments • Record all sales activities diligently to ensure Salesforce (CRM) reflects current and accurate data • Collaborate with Sales Engineering, Channel, Customer Success, SDR, Renewal and Marketing

• Drive Sophos’ growth by engaging and winning customers who have not previously adopted our technology. • Conduct structured, deep‑dive discovery sessions to identify/clarify customer objectives, technical challenges, risks, and desired business outcomes. • Deliver high‑impact, outcome‑driven demonstrations that resonate with the customer’s stated priorities. • Establish rapport quickly with new customers and position Sophos as a long‑term strategic partner.

• Lead end-to-end execution for Black Hat, RSA, Gartner, it-sa, and other major shows working alongside field marketing in regions • Own booth strategy, messaging hierarchy, and brand environment • Drive planning and execution for Sales Kickoff, President's Club, launch events, and more • Align branding, messaging, content production, and logistics • Manage global and regional formats including hybrid delivery • Build a tiered library of pre-defined event kits for regional and field teams • Define booth aesthetics, activations, swag, and messaging by event type and scale • Ensure regional teams can execute consistently without starting from scratch • Define and govern event brand standards globally • Oversee swag strategy, vendor relationships, and production timelines • Drive global consistency of Sophos branded promotional items and attire • Partner with Design to evolve booth creative year over year • Partner with Public Relations on speaker bureau activation at events • Align speaker opportunities to event strategy and Sophos messaging priorities • Serve as the central coordination point across field sales, channel, product marketing, PR, and design • Build event calendars, reporting frameworks, and post-event measurement practices • Identify and curate corporate promotional sponsorship opportunities to elevate the Sophos brand • Manage budgets across a portfolio of global events