Senior Director of Channel Sales, Sophos
$184-308.4k
+ A component for target sales commissions
Cybersecurity-as-a-Service
Job no longer available
Cybersecurity-as-a-Service
1001+ employees
Job no longer available
$184-308.4k
+ A component for target sales commissions
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
- Leadership & Experience: 15+ years of channel sales, partner management, or business development experience in enterprise technology or cybersecurity
- Proven experience in scaling a channel business and driving high-growth strategies
- Strong background in managing, and existing relationships with strategic regional and national partners
- Experience leading and developing high-performing channel sales teams
- Industry & Market Knowledge: Deep understanding of the US cybersecurity, cloud, and SaaS partner ecosystem
- Strong relationships with key decision-makers in the US channel ecosystem
- Knowledge of MSP models, Cloud marketplaces, and XDR/EDR security solutions is a plus
- Strategic & Business Acumen: Ability to translate market trends and partner insights into actionable strategies
- Strong negotiation, communication, and executive relationship-building skills
- Data-driven mindset with the ability to leverage metrics, forecasting, and analytics
- Travel & Remote Work: Ability to travel extensively within the US to meet partners and attend industry events
- Remote-based role with strong executive presence in virtual and in-person engagements
What the job involves
- The Sr. Director of Channel Sales will be responsible for leading and growing strategic partnerships across the US. This role focuses on driving revenue, expanding relationships with key regional and national strategic partners, as well executing a high-growth channel strategy
- The Director will oversee channel sales, collaborate with distributors, MSPs, and alliances, and work cross-functionally with sales, marketing, and technical teams to accelerate business growth
- This position requires a strategic thinker and hands-on leader who can navigate a fast-growing market, manage complex partnerships, and drive next-generation channel sales initiatives
- Drive Channel Sales Strategy & Execution: Develop and execute a comprehensive strategic partner go-to-market (GTM) plan to achieve revenue growth targets
- Lead C-level engagements with major partners, distributors, and alliances in the US
- Build and execute growth plans with key partners, ensuring alignment with business objectives
- Develop & Strengthen Strategic Partnerships: Identify and recruit new high-value partners while expanding relationships with existing partners
- Drive joint business planning, enablement, and execution to maximize partner performance
- Ensure strategic and growth partners have structured development plans and are reviewed regularly
- Revenue Growth & Pipeline Management: Own and drive the channel sales forecast, pipeline development, and deal execution
- Ensure channel partners are engaged in selling next-gen solutions, including MSP, Cloud, and XDR/EDR offerings
- Optimize partner program participation, ensuring partners meet the necessary criteria
- Cross-Functional Collaboration & Leadership: Work closely with field sales, marketing, technical teams, and partner enablement to ensure alignment
- Represent the US channel business internally, advocating for partner needs and ensuring go-to-market alignment
- Partner with marketing teams to drive channel demand generation initiatives
- Enablement & Training: Ensure partners are well-trained and equipped with regular workshops, training, and enablement sessions
- Oversee the execution of channel enablement programs to accelerate partner growth
- Operational Excellence & Reporting: Maintain and implement reporting systems to track performance, sales trends, and program effectiveness
- Participate in business reviews, forecasting meetings, and strategic planning sessions
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
Kris Hagerman
(CEO, not founder)Former CEO of Corel Corporation, who previously served as Group President of Data Center Management at Symantec. Was also Executive VP and GM of Storage and Server Management at Veritas Software, as well as CEO and Founder of both Bigbook and Affinia.
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