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Tech Stack
Tools & technologiesCloudCyber Security
About the role
Key responsibilities & impact- Develop and execute a national partner strategy for SHI aligned to Sophos’ growth priorities
- Drive net-new customer acquisition and expansion across SHI’s enterprise, mid-market, commercial, and public sector segments
- Build and own joint business plans (JBPs), including revenue targets, pipeline goals, and solution alignment
- Increase attach-rates of high-value offerings such as MDR and recurring services
- Lead, coach, and develop a team of Channel Account Managers and Partner Development resources aligned to SHI
- Establish clear KPIs (pipeline, bookings, attach rates, partner-sourced revenue, certifications)
- Create a high-performance culture centered on accountability and execution
- Build and maintain executive-level relationships across SHI’s sales, security, SE, and services organizations
- Act as the executive sponsor for the SHI partnership within Sophos
- Lead QBRs and EBRs to track performance and alignment to strategic priorities
- Drive tight alignment between Sophos regional sales teams and SHI sellers
- Ensure SHI account teams, engineers, and services organizations are enabled on Sophos solutions and differentiation
- Partner with marketing to execute joint demand generation campaigns, events, and digital programs
- Own pipeline creation, progression, and forecast accuracy for SHI-driven business
- Implement consistent deal inspection cadence and pipeline hygiene standards
- Use data to identify whitespace, performance gaps, and growth opportunities
- Promote Sophos’ platform approach, emphasizing synchronized security across endpoint, network, and cloud
- Position MDR/XDR as strategic growth drivers within SHI
- Align with SHI services teams to integrate Sophos into managed and professional services offerings
- Optimize engagement models, coverage, and incentives to scale partner productivity
- Ensure alignment with Sophos channel programs, pricing strategies, and partner tiers
- Collaborate cross-functionally to remove friction and accelerate deal cycles
Requirements
What you’ll need- 7–10+ years of experience in channel sales, alliances, or partner management within cybersecurity or enterprise technology
- Proven success managing large national partners, ideally SHI, or similar Nationals
- Experience leading teams and driving consistent revenue growth through indirect channels
- Strong understanding of cybersecurity solutions (endpoint, firewall, MDR/XDR)
- Demonstrated ability to influence executive stakeholders
- Experience in a partner-first or channel-centric go-to-market model
Benefits
Comp & perks- Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.
- 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
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
channel salespartner managementrevenue growthcybersecurity solutionsMDRXDRpipeline managementdemand generationdata analysisperformance tracking
Soft Skills
leadershipcoachingrelationship buildinginfluencingaccountabilityexecutioncollaborationstrategic thinkingcommunicationteam development