Senior Director, MSP Channel Sales
New
S
SophosCybersecurity
Sophos operates a remote-first working model, making remote work the primary option for most employees.Full-TimeDirector
SalaryIn the United States, the base salary for this role ranges from $184,800 to $308,400. In addition to the base salary, there's a component for target sales commissions
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Job Details
- Experience
- 15+ years
- Required Skills
- Business DevelopmentCybersecuritySaaS
Requirements
- 15+ years of progressive channel sales, partner management, or business development experience in cybersecurity, SaaS, cloud, or enterprise technology.
- Significant leadership experience with MSP programs or recurring-revenue channel businesses.
- 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, and service lifecycle.
- Demonstrated ability to influence senior leadership and negotiate complex agreements with partners and stakeholders.
- Experience leading high-performing sales teams and matrixed organizations, managing budgets, and driving execution.
- Strong knowledge of the Americas cybersecurity market and managed security portfolio (MDR, endpoint, firewall, XDR/EDR, cloud).
- Executive-level communication, financial acumen, and analytical skills.
- Bachelor’s degree or equivalent practical experience.
- Ability to travel within the Americas for partner meetings and industry events.
Responsibilities
- Define the multi-year Americas MSP channel strategy and operating plan aligned with global business priorities.
- Lead regional execution including partner recruitment, onboarding, activation, tier progression, and retention.
- Drive recurring revenue, pipeline growth, forecast accuracy, and partner-sourced performance across the MSP portfolio.
- Serve as executive sponsor for priority MSPs, distributors, aggregators, marketplaces, and alliances.
- Influence program design, consumption-based licensing, incentives, and product readiness by representing partner needs internally.
- Build, coach, and develop a high-performing MSP sales organization with clear accountability and team culture.
- Utilize KPIs and data insights to resolve systemic barriers and improve program effectiveness.
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