Senior Director, MSP Channel Sales

What You Will Do

• Set MSP strategy and direction: Define the multi-year Americas MSP channel strategy and operating plan, aligned with Sophos business priorities, global partner strategy, product direction, and market trends.
• Own program performance: Lead the regional execution and continuous improvement of the Sophos MSP channel program, including partner recruitment, onboarding, activation, tier progression, enablement, retention, and expansion.
• Translate program benefits, requirements, specializations, and rules of engagement into clear sales motions that help MSPs deliver security-as-a-service and grow recurring revenue.
• Drive revenue and partner productivity: Own MSP bookings, recurring revenue, pipeline, forecast accuracy, partner-sourced and co-sell performance, product adoption, retention, churn management, and expansion across the MSP portfolio, protecting and growing the existing monthly recurring revenue base while accelerating new revenue.
• Establish segment and partner strategies across strategic, growth, and long-tail MSPs, using partner economics, service maturity, route to market, and growth potential to focus resources and investments.
• Build strategic MSP and distribution relationships: Serve as executive sponsor for priority MSPs, distributors, aggregators, marketplaces, and alliances; lead joint business planning, executive business reviews, and complex commercial negotiations.
• Create scalable distribution-led motions that improve MSP recruitment, time to first revenue, activation, product deployment, and long-term partner value.
• Shape the program and portfolio: Represent the voice of MSP partners to Global Partner Programs, Product, Pricing, Finance, Legal, Marketing, Sales Operations, and Enablement; influence program design, consumption-based licensing, incentives, partner experience, and product readiness.
• Identify new market opportunities and innovative MSP business models that differentiate Sophos and accelerate adoption of managed security offerings, including MDR, endpoint, firewall, XDR/EDR, cloud, and related services. Align MSP strategy with regional sales and channel leadership, and establish clear rules of engagement across MSP and term business.
• Lead through others: Build, coach, and develop a high-performing MSP sales organization with clear expectations, career development, accountability, and a strong team culture. Set objectives, resource plans, and operating rhythms across direct reports and matrixed teams, and build the capabilities required to scale the MSP business.
• Ensure end-to-end execution across partner recruitment, enablement, demand generation, co-selling, technical support, and partner lifecycle management while managing the budget and investments for the area.
• Use data to improve outcomes: Establish KPIs and executive reporting for partner health, onboarding, activation, tier progression, time to first revenue, recurring revenue growth, attach, retention, product adoption, and program return on investment.
• Use insights from performance data, market intelligence, and competitive programs to resolve systemic barriers, adjust investments, and improve program effectiveness.

What You Will Bring

• 15+ years of progressive channel sales, partner management, or business development experience in cybersecurity, SaaS, cloud, or enterprise technology, including significant leadership of MSP programs or recurring-revenue channel businesses.
• Proven success setting strategy and scaling a complex MSP business through direct, distribution, marketplace, and alliance channels.
• Deep understanding of MSP operating models, partner economics, consumption-based billing, service lifecycle, partner portals, program tiers, onboarding, and recurring-revenue forecasting.
• Demonstrated ability to influence senior leadership, shape policy and investment decisions, and negotiate complex agreements with partners, distributors, vendors, and internal stakeholders.
• Experience leading high-performing sales teams and matrixed organizations, allocating resources, managing budgets, and driving consistent execution across regions and functions.
• Strong knowledge of the Americas cybersecurity market and managed security portfolio, including MDR, endpoint, firewall, XDR/EDR, cloud, and security services.
• Executive-level communication, business planning, financial acumen, negotiation, and analytical skills, with the ability to convert data and market insights into clear decisions.
• Bachelor’s degree or equivalent practical experience.
• Ability to travel within the Americas for partner meetings, business reviews, and industry events.