[Hiring] Senior Director, Channel Sales @Sophos

Role Description

The Senior Director, Channel Sales – EMEA leads and scales our partner ecosystem across the region with a primary focus on MSP. This leader drives regional go-to-market execution, builds strategic relationships with distributors, MSPs, cloud marketplaces, and technology alliances, and delivers outsized revenue growth for Sophos solutions (MDR, XDR/EDR, endpoint, firewall, and services). The role blends strategy with hands-on execution and cross-functional leadership.

• Build and execute the EMEA channel GTM strategy aligned to global priorities, with emphasis on MSP motions.
• Localize operating models for UK&I, DACH, Southern Europe, France/Benelux, Nordics, CEE, and MEA, including routes-to-market, enablement, and incentives.
• Own executive relationships with top distributors, MSPs, and alliance partners; develop joint success plans and run QBRs.
• Recruit, onboard, and accelerate high-value partners; advance partners through tiers and specializations (e.g., MDR/XDR).
• Own partner-sourced and partner-influenced revenue and pipeline; drive forecast accuracy and pipeline coverage with rigorous inspection.
• Enable partners to market, sell, and deliver Sophos solutions; champion repeatable MSP offerings (packaging, pricing, service catalogs).
• Run governance: forecast reviews, pipeline inspections, QBRs; maintain performance dashboards and ensure data quality in CRM/PRM tools.
• Collaborate with Sales, Marketing, Product, Customer Success, and Finance on launches, targets, and regional execution.

Qualifications

• 12–15+ years in channel sales/alliances or service-provider leadership within cybersecurity/enterprise software; 5+ years leading EMEA geographies.
• Deep understanding of MSP operating models, and modern security stacks (MDR, XDR/EDR, endpoint, firewall, managed services).
• Established network with EMEA distributors and top MSPs/MSSPs; credibility to influence at C-level.
• Track record building high-performing, diverse, geographically distributed teams; strong coaching and talent development.
• Data-driven operator with disciplined forecasting, pipeline management, and deal governance; proficiency with Salesforce and partner portals.
• Executive presence with excellent negotiation and presentation skills; English required; additional European languages a plus.
• Ability to travel up to 50% across EMEA.

Benefits

• Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach.
• 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.