[Hiring] Senior Director, MSP Channel Sales @Sophos

Role Description

The Senior Director, MSP Channel Sales leads the strategy, growth, and operating performance of the Sophos Managed Service Provider (MSP) channel program across the Americas. This role influences future channel strategy and business results by translating market, partner, and customer insights into scalable go-to-market models that expand recurring revenue, increase active MSP productivity, and strengthen Sophos’ position in the managed security services market.

Reporting to senior channel leadership, this role leads key business operations through direct and matrixed teams and serves as the executive voice of the MSP business. The Senior Director sets the Americas MSP channel vision, aligns regional execution with global priorities, manages strategic partner and distributor relationships, and influences program design, pricing, product readiness, enablement, and investment decisions. Success requires a strategic, hands-on leader who can build market opportunities, negotiate complex decisions, and deliver consistent end-to-end execution.

What You Will Do

• Set MSP strategy and direction: Define the multi-year Americas MSP channel strategy and operating plan, aligned with Sophos business priorities, global partner strategy, product direction, and market trends.
• Own program performance: Lead the regional execution and continuous improvement of the Sophos MSP channel program, including partner recruitment, onboarding, activation, tier progression, enablement, retention, and expansion.
• Translate program benefits, requirements, specializations, and rules of engagement into clear sales motions that help MSPs deliver security-as-a-service and grow recurring revenue.
• Drive revenue and partner productivity: Own MSP bookings, recurring revenue, pipeline, forecast accuracy, partner-sourced and co-sell performance, product adoption, retention, churn management, and expansion across the MSP portfolio.
• Establish segment and partner strategies across strategic, growth, and long-tail MSPs, using partner economics, service maturity, route to market, and growth potential to focus resources and investments.
• Build strategic MSP and distribution relationships: Serve as executive sponsor for priority MSPs, distributors, aggregators, marketplaces, and alliances; lead joint business planning, executive business reviews, and complex commercial negotiations.
• Create scalable distribution-led motions that improve MSP recruitment, time to first revenue, activation, product deployment, and long-term partner value.
• Shape the program and portfolio: Represent the voice of MSP partners to Global Partner Programs, Product, Pricing, Finance, Legal, Marketing, Sales Operations, and Enablement.
• Identify new market opportunities and innovative MSP business models that differentiate Sophos and accelerate adoption of managed security offerings.
• Lead through others: Build, coach, and develop a high-performing MSP sales organization with clear expectations, career development, accountability, and a strong team culture.
• Ensure end-to-end execution across partner recruitment, enablement, demand generation, co-selling, technical support, and partner lifecycle management.
• Use data to improve outcomes: Establish KPIs and executive reporting for partner health, onboarding, activation, tier progression, time to first revenue, recurring revenue growth, attach, retention, product adoption, and program return on investment.

Qualifications

• 15+ years of progressive channel sales, partner management, or business development experience in cybersecurity, SaaS, cloud, or enterprise technology.
• Proven success setting strategy and scaling a complex MSP business through direct, distribution, marketplace, and alliance channels.
• Deep understanding of MSP operating models, partner economics, consumption-based billing, service lifecycle, partner portals, program tiers, onboarding, and recurring-revenue forecasting.
• Demonstrated ability to influence senior leadership, shape policy and investment decisions, and negotiate complex agreements.
• Experience leading high-performing sales teams and matrixed organizations.
• Strong knowledge of the Americas cybersecurity market and managed security portfolio.
• Executive-level communication, business planning, financial acumen, negotiation, and analytical skills.
• Bachelor’s degree or equivalent practical experience.
• Ability to travel within the Americas for partner meetings, business reviews, and industry events.

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

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.

More information is available at www.sophos.com .