Sophos

Director

• Own execution of Sophos’ GSI strategy within the service provider channel organization, translating priorities into clear plans and outcomes
• Establish operating rhythm and disciplines for GSIs across the company, including pipeline reviews, partner planning, and execution tracking
• Drive focused GTM plans with select GSIs that generate pipeline, revenue, and attach services to enterprise opportunities
• Partner closely with MSP leadership, regional channel heads, and field sales to ensure GSI activity is aligned and additive
• Build and maintain strong working relationships with GSI sales and delivery leaders, serving as the primary escalation and coordination point
• Coordinate enablement, certifications, and readiness efforts to ensure GSIs can effectively position and deliver Sophos solutions
• Collaborate with product, marketing, and operations teams to support services integration and market execution
• Track performance metrics and provide clear, action‑oriented reporting on pipeline, bookings, and partner impact

Director, Global GSI

Artificial Intelligence

• Partner with business teams to identify automation opportunities, define clear requirements, and deliver solutions that improve internal and partner experiences.
• Drive automations that shorten order-to-cash cycles, reduce manual touchpoints, and improve revenue accuracy and leakage prevention.
• Measure, report, and communicate impact and ROI; gather stakeholder feedback and iterate to continuously improve solutions.
• Test, deploy, and support automations in production; perform root-cause analysis and implement continuous improvements and incident remediation.
• Lead end-to-end solution design and implementation using approved low-code/no-code platforms across Salesforce, EDI integrations, SAP ERP, and other business applications.
• Architect and deploy advanced AI architecture patterns—including RAG, prompt engineering, agent orchestration, and secure API/tool integrations—ensuring scalability, observability, and governed data access.
• Establish and enforce enterprise-grade governess and operational excellence: including testing, release management, monitoring, logging, access controls, and auditability for all automation and AI solutions.

AI Automation Lead – Enterprise Platforms

QA Engineer

• Organize, plan and deliver penetration tests against Sophos web applications across a wide range of technologies
• Organize, plan and deliver penetration tests against the Sophos infrastructure including on-premise networks, AWS/Azure and virtual environments
• Use AI-assisted workflows (including internal agents/skills where available) to augment penetration testing activities and improve coverage and efficiency, with appropriate oversight and review
• Assist in the scoping, planning and delivery of pentests by 3rd party vendors
• Disseminate results to teams throughout the business
• Work closely with the wider Cybersecurity team to develop common goals and outcomes

Junior Penetration Tester

Sales

• Develop and execute the regional MSP strategy to grow MSP revenue across APJ
• Identify the next focus countries to expand our MSP business
• Identify and recruit larger, high-potential MSP partners to diversify beyond the smaller existing partner base
• Build scalable engagement models to increase partner adoption, technical capability, and sales performance
• Lead a team of four MSP channel managers across APJ
• Coach, develop, and support a team to drive performance and elevate regional execution
• Foster collaboration across sales, channel, product, and executive stakeholders
• Drive MSP acquisition and enablement to ensure partners can successfully adopt and deliver Sophos solutions
• Partner closely with Channel, Sales, Product, and Marketing teams to align initiatives and support market penetration
• Provide input into global MSP strategy and participate in leadership forums
• Support hiring and expansion of MSP roles within the region
• Contribute to interview processes, including evaluating partner leadership skills and strategic capabilities

Senior Sales Manager, MSP Channel Sales

Marketing

• Develop scalable portfolio expansion & cross‑sell marketing frameworks.
• Build vertical marketing strategy for priority industries.
• Build AI enabled, insight driven programs.
• Translate strategy into execution that drives revenue.

Manager, Expansion & Vertical Marketing

Program Manager

• Own the global customer advocacy and reference program
• Define and maintain clear standards, workflows, and guidance for how customer advocacy is sourced, managed, and used.
• Create and manage a centralized, trusted library of reference customers and advocacy assets, including written and video case studies, testimonials, event speakers, peer reviews, and third-party validation.
• Partner with Sales, Customer Success, and Product Marketing to identify, qualify, and onboard high‑value customer advocates across regions, segments, and strategic product areas.
• Own the end-to-end coordination of customer advocacy content, from intake and story development through approvals and final delivery.
• Ensure all customer advocacy assets meet quality, accuracy, and brand standards.
• Design and run repeatable, scalable workflows for intake, reference matching, approvals, fulfillment, and tracking.
• Track and report on program effectiveness, including utilization, SLA performance, coverage gaps, advocate health, and business impact.
• Enable internal teams on how to request, access, and use customer advocacy appropriately and consistently.

Customer Advocacy & Reference Program Manager

• Execute integrated field marketing programs that generate qualified pipeline and support progression to closed business across North America, with a focus on Mid-Market.
• Partner with sales leadership to align on priorities, develop joint plans, and ensure marketing programs support pipeline progression, conversion, and attainment of regional revenue targets.
• Execute regional marketing plans aligned to Americas Marketing priorities and global program strategy.
• Activate global engagement programs (events, account-based engagement, and customer programs) within North America.
• Manage execution of the field marketing budget, optimizing spend across programs to improve performance.
• Prioritize regional programs and activities based on pipeline impact, sales needs, and performance data, making tradeoffs to maximize results within available resources.
• Plan and deliver field events aligned to global frameworks and regional priorities, with a clear focus on driving high-quality engagement that converts to pipeline and revenue.
• Partner with Global Engagement Programs to support execution of executive engagement and customer programs in-region.
• Collaborate with Channel Marketing to support partner activation and co-marketing programs.
• Adapt and localize global campaigns for effective execution in North America.
• Monitor program performance and optimize campaigns based on pipeline quality, conversion rates, and contribution to revenue outcomes.
• Champion adoption of AI-enabled tools and workflows to improve efficiency, scale execution, and enhance decision-making.
• Manage and develop team members, providing direction and coaching to support delivery and performance.
• Expected travel: 20–30%

Senior Manager, North America Field Marketing

Analyst

• Maintain supervision over the daily queue and provide day-to-day oversight for threat analysts
• Conduct regular one-on-one meetings with team members to provide coaching, mentorship, and support individual development plans that define clear performance goals
• Carry out operational tasks with a focus on rapid resolution, improving efficiency, and reducing backlog
• Oversee and coach analysts in providing accurate, timely technical context to customers, ensuring consistency, clarity, and adherence to MDR communication standards
• Communicate findings and investigation details effectively to both technical and non-technical stakeholders
• Collaborate with the wider MDR team to operationalize threat intelligence and produce Indicators of Compromise (IOCs) for future use
• Escalate critical technical investigations to Senior Analysts and Senior Team Leads for review
• Work within established frameworks that lead to success factors for the team

Team Lead, Threat Analyst

Sales Engineer

• Collaborate with the sales team to identify and qualify customer needs and develop tailored security solutions.
• Act as a subject matter expert on our security products and services, staying up to date with the latest trends and technologies in the security industry.
• Conduct product demonstrations, technical presentations, and workshops for prospective customers, showcasing the features and functionality of our security solutions.
• Prepare and deliver compelling sales proposals, technical documentation, and presentations that effectively address customer requirements and highlight the unique value proposition of our security offerings.
• Assist in the creation and maintenance of sales tools, including product datasheets, whitepapers, and technical FAQs, to support the sales process.
• Collaborate with cross-functional teams, including product management and engineering, to provide feedback on customer requirements and contribute to the development of new security products and enhancements.
• Respond to customer inquiries, technical objections, and concerns in a timely and effective manner, providing accurate and relevant information to address their needs.
• Stay informed about competitors' security offerings and market trends, providing insights and recommendations to the sales and product teams.
• Conduct post-sales activities, such as customer training, implementation support, and troubleshooting, for critical project as needed.

Senior Sales Engineer

Account Executive

• Own your territory like a business: develop and execute a strategic territory plan.
• Generate Mid-Market accounts sales pipeline, qualifying opportunities, and forecasting pipeline.
• Achieve agreed quarterly sales goals through management of the sales process.
• Partner closely with the Renewals team to ensure a seamless customer experience at contract renewal.
• Engage with prospects and customers to understand their business pain points, aligning Sophos solutions to outcomes.
• Work with the Channel Sales team to build pipeline through indirect engagements.
• Collaborate with sales engineering and channel partners to achieve customer satisfaction.

Senior Territory Account Executive – GTA

• Develop relationships at all levels across partners to drive revenue growth and profitability.
• Build and execute business plans that identify, develop and close incremental opportunities to deliver outstanding growth for the partner and Sophos.
• Enable partners to take full advantage of Sophos comprehensive solution and services portfolio to improve their customer’s security protection and response.
• Directly support partners qualify and close complex customer deals, engaging wider sales and sales engineer teams where required, gather insights to ensure accurate business forecasting.
• Own and manage the frequent joint business review, and planning process between Partners’ and Sophos decision makers, incl. clearly defined KPI’s and SMART goals with agreed outcomes.
• Collaborate to develop marketing plans with partners to drive incremental sales pipeline ensuring high return on investment from activities like lead gen campaigns and events.
• Coordinate the involvement of Sophos staff, including product management, sales, SE, marketing, support, service and management resources to meet partner performance objectives and partner expectations.
• Drive high renewal rates by ensuring partners focus on their renewals and build an engagement plan to align Sophos and Partner teams, identify new business and cross sell opportunities.
• Ensure the Sophos Sales Centre of Excellence is proactively engaged to manage processes to progress and close of sub 100 user opportunities.
• Motivate, educate and ensure Partner sales and technical staff are go-to-market ready, provide access to certification and training materials and develop an enablement plan.

Senior Channel Account Executive

Security Engineer

• Conduct comprehensive reviews of incident response plans, identifying gaps and developing tailored strategies to strengthen organizational preparedness.
• Design and deliver customized incident response playbooks to address specific threats and operational needs.
• Facilitate training sessions on incident response fundamentals to build customer capabilities.
• Lead workshops, tabletop exercises, drills, and functional simulations to evaluate and improve readiness.
• Provide strategic guidance to customers on integrating readiness into broader security programs.
• Serve as a subject matter expert in digital forensics and incident response (DFIR).
• Lead large-scale, complex investigations involving host, network, and cloud artifacts to determine the nature, scope, and root cause of cyber incidents.
• Guide containment, remediation, and recovery efforts to secure environments post-incident.
• Maintain a professional, calming, and authoritative presence during high-pressure incidents.
• Brief senior leadership and technical teams on findings, risks, and recommendations.

Principal Incident Response Engineer

• Provide program and administrative support to the Corporate legal team
• Provide program and administrative support to the Employment legal team
• Provide program and administrative support to the Procurement/Facilities teams
• Assist in the implementation, administration, and ongoing maintenance of processes and automated systems
• Create content and maintain knowledge management materials related to all processes
• Collaborate with the internal teams, as well as external counsel
• Build partnerships with internal clients

Corporate Legal Program Manager

Account Manager

• Develop relationships at all levels across the partner to drive revenue growth and profitability; particularly for mid-market customers, MSP, and Managed, Detection and Response (MDR)
• Build and execute business plans that identify, develop, and close incremental opportunities to deliver outstanding growth for the partner and Sophos.
• Enable partners to take full advantage of Sophos comprehensive solution and services portfolio to improve their customer’s security protection and response.
• Directly support partners qualify and close complex customer deals, engaging wider sales and sales engineer teams where required, gather insights to ensure accurate business forecasting
• Drive high renewal rates by ensuring partners focus on their renewals and build an engagement plan to align Sophos and Partner teams and identify new business and cross-sell opportunities.
• Ensure the Sophos Sales Centre of Excellence are proactively engaged to manage processes to progress and close of sub-100 user opportunities.
• Manage and support Sophos Distributors to provide fast response times to quote requests and queries, and work with our high-touch sales teams to progress pipeline and key top deals
• Manage Deal Registration and sales lead management allocation and process, follow up on the 30-day closures, and identify registrations that have not been progressed and acted upon.
• Motivate, educate, and ensure Partner sales and technical staff are go-to-market ready, provide access to certification and training materials and develop an enablement plan.

Channel Account Manager

• Own your territory like a business: develop and execute a strategic territory plan that drives new logo acquisition, customer expansion, and long-term revenue growth.
• Generate Mid-Market accounts sales pipeline, qualifying opportunities, and accurately forecasting pipeline with a balanced view of new logo and expand business.
• Achieve agreed quarterly sales goals through management of the sales process to closure, while driving high renewal rates and identifying cross-sell and upsell opportunities across your customer base.
• Drive New business and prospect for your given territory.
• Partner closely with the Renewals team to ensure a seamless customer experience at contract renewal, reduce churn risk, and identify expansion opportunities ahead of renewal cycles.
• Engage with prospects and customers to understand their business pain points, priorities, and drivers, aligning Sophos solutions to customers' desired outcomes.
• Work with the Channel Sales team and partner community to build pipeline through indirect engagements.
• Collaborate with sales engineering and channel partners throughout the sales cycle to achieve high levels of customer satisfaction and strong adoption of Sophos technology.
• Maintain accurate and up-to-date CRM hygiene to support forecasting, pipeline management, and territory reporting.