Senior Channel Account Executive (System Integrators)

Senior Sales Engineer

Sophos

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 当社は、高い実績を誇るプリセールスチームに加わっていただける、意欲的で経験豊富なシニアセールスエンジニアを募集しています。この役職は、担当地域における戦略的リード顧客、既存顧客、チャネルパートナーに対し顧客の成功を支援し、収益拡大を加速する上で重要な役割を担います。    シニアテクニカルリーダーとして、ソリューション戦略を推進し、ビジネス価値の明確に伝え、経営幹部レベルの購買決定に影響を与えていただきます。ファイアウォール、MDR、EDR/XDR、リスク管理、インシデント対応といったサイバーセキュリティに関する確かな知識を活かし、技術的な対話を主導し、ソフォスを信頼できるアドバイザー、そして長期的な戦略的パートナーとして位置づけていただきます。        We are seeking a dynamic and experienced Senior Sales Engineer to join our high-performing presales team. This role will be instrumental in enabling customer success and accelerating revenue across a defined regional territory of strategic prospects, existing customers, and channel partners.   As a senior technical leader, you will drive solution strategy, articulate business value, and influence executive-level buying decisions. With a strong foundation in cybersecurity including Firewall, MDR, EDR/XDR, risk management, and incident response, you will lead technical conversations and position Sophos as a trusted advisor and long-term strategic partner.

Senior Public Sector Strategic Account Executive - Australia

Gitlab

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this role As a Strategic Account Executive focused on the Australian Federal Government, you will serve as the primary trusted advisor and strategic partner for federal government agencies seeking to modernize how they build, secure, and deliver software using GitLab's AI-powered DevSecOps platform. You'll develop and execute multi-year partnership strategies that align GitLab's capabilities with government priorities such as secure software delivery, continuous integration and delivery (CI/CD), and infrastructure modernization in regulated environments. Reporting to the Head of Enterprise for GitLab's Australian business, you'll build deep relationships with senior stakeholders, work collaboratively with internal specialists and channel partners, and help drive meaningful transformation across Australian Federal Government accounts. In your first year, you'll focus on building trusted relationships with senior stakeholders, understanding agency modernization priorities and challenges, and working with cross-functional teams to develop and deliver solutions that create value. You'll coordinate closely with our pre-sales and post-sales teams to ensure customers realize the full potential of GitLab and achieve their strategic objectives. You'll also represent the voice of your customers internally by sharing product feedback and ideas through GitLab's public issue tracker, helping inform product strategy and strengthening your partnerships over time. What you'll do: * Develop and execute strategic, multi-year partnership and account plans across your defined territory of Australian Federal Government accounts, aligning GitLab's AI-powered DevSecOps platform with agency modernization priorities such as CI/CD automation, secure software delivery, and infrastructure modernization in regulated environments. * Own your strategic partnerships end-to-end, from initial discovery and relationship-building through solution design, implementation, adoption, and ongoing value creation, using a consultative, mission-focused approach. * Serve as the primary point of contact and trusted advisor for strategic prospects and customers, building relationships with senior stakeholders (including CIOs and technical leaders) and mapping complex buying groups. * Navigate complex public sector procurement and contracting processes, partnering with internal stakeholders to support deal strategy, account planning, and execution. * Collaborate closely with solutions architects and other pre- and post-sales partners to design solutions, run evaluations, and support successful rollouts, adoption, and value realization. * Partner with system integrators, resellers, and other channel partners (plus internal engineering, solutions, and customer success teams) to generate qualified opportunities, co-develop secure, compliant solutions for complex government environments, and support account growth. * Coordinate internal resources across sales, marketing, product, and customer teams to remove blockers, maintain momentum on strategic opportunities, and ensure a high-quality customer experience. * Stay close to your customers and market to inform your sales strategy, sharing feedback and product ideas through GitLab's public issue tracker and internal channels, helping shape how GitLab serves Australian Federal Government customers over time. What you’ll bring * Experience selling enterprise software or SaaS to the Australian Federal Government, including navigating complex stakeholder environments and long, regulated procurement cycles. * Strong account planning skills, with a track record of building and executing multi-year account plans across a defined territory or book of business. * Consultative sales approach, with the ability to connect customer mission outcomes to platform capabilities across the software development lifecycle, including continuous integration and delivery (CI/CD), secure software development practices, and infrastructure modernization. * Confidence engaging with both technical and non-technical stakeholders, from practitioners to senior leaders, and translating complex requirements into clear next steps and value. * Proven ability to drive end-to-end sales execution, including pipeline generation, opportunity qualification, forecasting discipline, negotiation, close, and expansion. * Experience partnering effectively with internal teams (for example, solutions architects, customer success, and support) to drive successful evaluations, rollouts, adoption, and value realization. * Ability to collaborate with system integrators, resellers, and other partners to create aligned account strategies and deliver outcomes for government customers. * Comfort working autonomously in a remote, asynchronous environment, with strong ownership, clear written communication, and a bias toward measurable results.   About the team The Public Sector and Enterprise teams at GitLab help large, mission-driven organizations modernize how they plan, build, secure, and deliver software using GitLab's AI-powered DevSecOps platform. In this Strategic Account Executive role focused on the Australian Federal Government, you'll work with a cross-functional group of account leaders, solutions architects, and customer success partners to build trusted relationships, navigate complex stakeholder and procurement environments, and deliver outcomes that matter to government missions. We operate as an all-remote, asynchronous team, partnering closely with internal teams and channel partners to support long-term adoption and expansion across strategic accounts.     HOW GITLAB SUPPORTS FULL-TIME EMPLOYEES * Benefits to support your health, finances, and well-being * Flexible Paid Time Off  * Team Member Resource Groups * Equity Compensation & Employee Stock Purchase Plan * Growth and Development Fund * Parental Leave  Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. ---------------------------------------------------------------------------------------------------------------------------------- Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.   Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

Vice President, Channel Sales & Partner Ecosystem

Constructor

OUR MISSION Constructor’s mission is to enable all educational organisations to provide high-quality digital education to 10x people with 10x efficiency.  With strong expertise in machine intelligence and data science, Constructor’s all-in-one platform for education and research addresses today’s pressing educational challenges: access inequality, tech clutter, and low engagement of students. PLEASE SEND YOUR RESUME IN ENGLISH ONLY. The Vice President, Channel Sales & Partner Ecosystem, will lead Constructor Tech’s global partner go-to-market strategy and play a critical role in scaling the company’s international presence.  This executive will design and grow a high-performing ecosystem of resellers, distributors, system integrators, technology partners, and strategic alliances, enabling Constructor Tech to reach new markets and accelerate revenue growth.  This role requires a strategic leader with strong operational discipline, capable of driving results through partners while building scalable programs, processes, and teams.  DUTIES AND RESPONSIBILITIES:  Channel Strategy & Growth  * Define and execute Constructor Tech’s global channel sales strategy, building a scalable partner ecosystem that drives sustainable revenue growth and market expansion.  * Identify priority markets, partner segments, and go-to-market models to maximize channel performance.  Partner Recruitment & Development  * Recruit, onboard, and develop high-impact strategic partners across Europe and globally.  * Build strong long-term relationships with key partners to drive joint business planning and growth.  Sales Leadership  * Lead and develop Inside Sales and Partner Account teams, ensuring alignment with revenue objectives.  * Establish strong performance management, coaching, and development frameworks for high-performing teams.  Pipeline & Revenue Management  * Oversee pipeline development, deal progression, and forecasting across the partner ecosystem.  * Drive initiatives focused on upselling, cross-selling, renewals, and new customer acquisition through partners.  Cross-Functional Collaboration  * Partner closely with Marketing, Product, Customer Success, and Field Sales to build joint go-to-market initiatives.  * Develop partner enablement programs, training initiatives, and co-marketing campaigns that increase partner productivity.  Partner Program Development  * Design and evolve Constructor Tech’s partner program, including tiering, incentives, certifications, and performance frameworks.  * Continuously optimize the program based on market feedback and partner performance insights.  Data-Driven Performance Management  * Use analytics and channel performance metrics to identify growth opportunities, improve forecasting accuracy, and optimize resource allocation.  Industry Representation  * Represent Constructor Tech at industry conferences, partner events, and executive forums, strengthening brand visibility and partner engagement.  QUALIFICATIONS AND EXPERIENCE:  * 10+ years of progressive sales leadership experience, with at least 5 years in senior channel or partner ecosystem roles within EdTech or enterprise SaaS.  * Experience for a Higher education vendor will be a plus  * Proven track record of building and scaling global partner ecosystems that generate significant indirect revenue.  * Deep understanding of distributor-led channel models and partner ecosystems  * Experience managing diverse partner models, including resellers, distributors, system integrators, OEMs, and strategic alliances.  * Strong expertise in sales operations, forecasting, and pipeline management.  * Exceptional leadership, coaching, and team-building capabilities.  * Excellent communication, negotiation, and executive stakeholder management skills.  * Fluent English required; additional European languages are a plus.  * Bachelor’s degree required; MBA or advanced degree preferred.  * Strategic thinker with a strong execution mindset.  * Inspirational leader who fosters collaboration, accountability, and innovation.  * Resilient, adaptable, and comfortable operating in fast-paced global environments.  * Skilled at leading across geographies, cultures, and time zones.  * Passionate about education technology and its transformative impact on global learning.  WHAT WE OFFER * 💻 Choice of work equipment (e.g., laptop, monitor, etc.) * 🇬🇧 English classes (iTalki – $130 monthly) * ⏰ Flexible schedule (we usually work between 09:00/10:00 and 18:00/19:00 CET or EET) * 👶 Newborn bonus (€500 per child) * 🧠 Patent remuneration * 🌴 Paid leave * 🧑‍💻 Remote work in locations without our offices * Hybrid work in locations with offices (2 days in-office, 3 days remote) Constructor fosters equal opportunity for people of all backgrounds and identities. We are led by a gender-balanced board committed to building a diverse and inclusive organisation where everyone can become their best self. We do not discriminate based on age, disability, gender identity, sexual orientation, ethnicity, race, religion or belief, parental and family status, or other protected characteristics. We welcome applications from women, men and non-binary candidates of all ethnicities and socio-economic backgrounds. We encourage people belonging to underrepresented groups to apply.