Senior Director, MSP Channel Sales
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SophosCybersecurity
Location: United States; Workplace: Remote. Candidates applying for remote roles must reside in and be authorized to work in the country listed in the job posting.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 of progressive channel sales, partner management, or business development experience
- Required Skills
- Cybersecurity
Requirements
- Bring 15+ years of progressive channel sales, partner management, or business development experience in cybersecurity, SaaS, cloud, or enterprise technology.
- Have significant leadership experience with MSP programs or recurring-revenue channel businesses.
- Demonstrate success setting strategy and scaling a complex MSP business through direct, distribution, marketplace, and alliance channels.
- Bring deep understanding of MSP operating models, partner economics, consumption-based billing, service lifecycle, partner portals, program tiers, onboarding, and recurring-revenue forecasting.
- Demonstrate ability to influence senior leadership, shape policy and investment decisions, and negotiate complex agreements with partners, distributors, vendors, and internal stakeholders.
- Have experience leading high-performing sales teams and matrixed organizations, allocating resources, managing budgets, and driving execution across regions and functions.
- Bring strong knowledge of the Americas cybersecurity market and managed security portfolio, including MDR, endpoint, firewall, XDR/EDR, cloud, and security services.
- Have executive-level communication, business planning, financial acumen, negotiation, and analytical skills.
- Hold a bachelor’s degree or have equivalent practical experience.
- Be able to travel within the Americas for partner meetings, business reviews, and industry events.
Responsibilities
- Define the multi-year Americas MSP channel strategy and operating plan, aligned with Sophos business priorities, global partner strategy, product direction, and market trends.
- Lead the regional MSP channel program, including partner 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 management, and expansion.
- Develop segment and partner strategies across strategic, growth, and long-tail MSPs, using partner economics, service maturity, route to market, and growth potential.
- Build strategic relationships with MSPs, distributors, aggregators, marketplaces, and alliances; lead joint business planning, executive business reviews, and commercial negotiations.
- Represent MSP partner needs to internal teams and influence program design, consumption-based licensing, incentives, partner experience, and product readiness.
- Build, coach, and develop the MSP sales organization; set objectives, resource plans, and operating rhythms across direct reports and matrixed teams.
- Manage area budgets and investments and ensure execution across recruitment, enablement, demand generation, co-selling, technical support, and partner lifecycle management.
- Establish KPIs and executive reporting, and use performance data, market intelligence, and competitive programs to improve program effectiveness.
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