National Partner Manager, Sophos
SHI Lead
$118.8-198k
+ Component for target sales commissions
More information about location
Cybersecurity-as-a-Service
Be an early applicant
Cybersecurity-as-a-Service
1001+ employees
Be an early applicant
$118.8-198k
+ Component for target sales commissions
More information about location
1001+ employees
Company mission
To develop powerful and intuitive products and services that provide the world's most effective cybersecurity for organizations of any size.
Role
Who you are
- 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
- Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply
What the job involves
- The National Partner Manager – Lead, SHI is responsible for leading the strategic relationship between Sophos and SHI
- This role will drive revenue growth, partner alignment, and field execution across Sophos’ cybersecurity portfolio, including endpoint, network, cloud, and managed detection and response (MDR) solutions
- This leader will manage a team of channel professionals and work cross-functionally to expand Sophos’ footprint within SHI, accelerate pipeline creation, and deliver measurable business outcomes
- 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
Our take
Due to the fast-evolving nature of cybercrime, companies can struggle to keep their security up-to-date and resilient. Sophos provides managed cybersecurity services to identify and resolve cyberthreats within all sizes of organisations, combining cutting edge cybersecurity tech with expert support teams.
Leveraging AI and machine learning, Sophos' system automates the detection and blocking of over 99% of threats, meaning its analysts only have to hunt down and stop the most sophisticated attackers. As well as its Managed Detection and Response (MDR) product - which, serving over 15,000 customers, is the most-used on the market - the company also delivers Incident Response Services for those experiencing an active threat.
Sophos is not a new player in the cybersecurity space, but has demonstrated its dedication to innovation with continued product launches, updates, and acquisitions such as that of BAE spinout SOC.OS that have kept its tech at the front of the market. Alongside many of its peers, the effects of the economic climate have caused Sophos to cut staff as it focusses on achieving “the optimal balance of growth and profitability", but this recent hiccup does not take away from its position as a market leader continuously leading adaption in the space.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (1 round)
Jul 2020
$2.8m
SEED
Total funding: $2.8m
Company benefits
- Remote-first working model & hybrid options
- We encourage teams to get together in person periodically to help facilitate teamwork
- Flexible start and end times for many roles
- Leadership development program
- Access to LinkedIn Learning
- Global internal coaching program (Coach Match)
- Periodic Sophos wellness days off for all Sophos to help employees relax and recharge
- Global wellbeing program, which offers a range of wellbeing resources, including Sophos Wellbeing Webinars, Stress Management Toolkits, and Developing Resilience Courses
- Free Employee Assistance Program (EAP) for confidential advice and counseling on a wide range of work and personal issues
- Free annual subscription to the Calm app
- Paid parental leave, caregiver leave & bereavement/compassion leave available
- We host some unforgettable social experiences for our global teams including our music festival SOPH-Fest, go-karting, Sophmudder, and incredible holiday parties!
- Our annual global fitness challenge, SOPH-Fit, sees thousands of employees taking part in our virtual global race around the world
- Each quarter, we celebrate our exceptional global team by running the Sophos Values Awards, which recognizes and rewards employees who embody the Sophos values and who we are as a company
- Health care benefits available worldwide
Company HQ
Abingdon, UK
Leadership
Joe Sophos
(CEO)Previously Sophos's CTo. Joe is also a member of Forgepoint Capital's Cybersecurity Advisory Council, a Venture Partner at Allegis Capital and a Board Member at Venafi.
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