Senior Director, MSP Channel Sales

Sophos
United States
Workplace: RemoteFull timeUSD 184,800 - 308,400Function: SalesEducation: bachelorsSkills: ["Leadership","Business planning","Negotiation","Analytical skills","Executive communication"]

Lead the strategy, growth, and operating performance of the MSP channel program across the Americas. Own program performance—from partner recruitment and onboarding through tier progression, enablement, retention, and expansion—translating partner economics and market insights into scalable go-to-market motions. Drive bookings, recurring revenue, pipeline, forecast accuracy, co-sell performance, and churn management while serving as executive sponsor for priority MSP and distribution relationships.

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FursaFursa
Sophos
Sophos
2 days ago

Senior Director, MSP Channel Sales

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Last checked: 6 hours agoStatus: Live

Job Summary

Lead the strategy, growth, and operating performance of the MSP channel program across the Americas. Own program performance—from partner recruitment and onboarding through tier progression, enablement, retention, and expansion—translating partner economics and market insights into scalable go-to-market motions. Drive bookings, recurring revenue, pipeline, forecast accuracy, co-sell performance, and churn management while serving as executive sponsor for priority MSP and distribution relationships.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Sr. Director level

Key Responsibilities

  • •Set multi-year Americas MSP channel strategy and operating plan aligned to Sophos priorities, global partner strategy, product direction, and market trends.
  • •Lead regional execution and continuous improvement of the MSP channel program, including recruitment, onboarding, activation, tier progression, enablement, retention, and expansion.
  • •Own MSP bookings, recurring revenue, pipeline, forecast accuracy, partner-sourced and co-sell performance, product adoption, retention/churn, and expansion across the MSP portfolio.
  • •Establish segment and partner strategies for strategic, growth, and long-tail MSPs using partner economics, service maturity, route to market, and growth potential.
  • •Build, coach, and develop a high-performing MSP sales organization, setting objectives, resource plans, and operating rhythms across direct and matrixed teams.

Pay and Benefits

Salary: USD 184,800 - 308,400

Key Requirements

  • •15+ years of progressive channel sales, partner management, or business development experience in cybersecurity, SaaS, cloud, or enterprise technology, including leadership of MSP programs.
  • •Proven ability to set strategy and scale 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.
  • •Ability to influence senior leadership, shape policy and investment decisions, and negotiate complex agreements with partners, distributors, vendors, and internal stakeholders.
  • •Experience leading high-performing sales teams and matrixed organizations, managing budgets and driving consistent execution across regions and functions.
Experience:CybersecuritySaaSCloudEnterprise technologyManaged security services
Education:Bachelor's
Skills:LeadershipBusiness planningNegotiationAnalytical skillsExecutive communication
Tech Stack:CybersecuritySaaSCloudMDREndpointFirewallXDR/EDRITDRSIEMManaged security servicesConsumption-based licensingPartner portalsMarketplace integrations

Eligibility

Work Authorization:Authorization required. Sponsorship not provided.

Company Brief

Sophos
Provides enterprise cybersecurity software and services including endpoint protection, network security, cloud security, encryption, and managed threat response to protect organizations from advanced threats and ransomware.
Industry: Cybersecurity
Company Size: Enterprise (1,001+ employees)
Revenue: USD 500M to 1B
Growth: Established Company
Valuation: Unicorn (USD 1B+)
Funding: Private Equity Backed
Headquarters: Abingdon, United Kingdom
Founded: 1985
WebsiteLinkedIn