MSP Channel Revenue & Strategy Director

Sophos; United States; Remote; USD 185,000 - 308,000; Full time

Job summary

Sophos is seeking a Senior Director, MSP Channel Sales to lead strategy, growth, and operating performance of the Americas MSP channel program. This role shapes market opportunities, drives recurring revenue, and aligns partner strategies with global priorities.

Reporting to senior channel leadership, you will manage programs, budgets, and executive negotiations while scaling MSP partnerships, onboarding, and co-sell initiatives across direct, distribution, and alliance channels.

Qualifications

• 15+ years of progressive channel sales, partner management, or business development experience in cybersecurity, SaaS, cloud, or enterprise tech, including MSP leadership.
• 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, service lifecycle, onboarding, and recurring-revenue forecasting.
• Ability to influence senior leadership, shape policy and investment decisions, and negotiate complex agreements.
• Experience leading high-performing sales teams, budgets, and cross-region execution.
• Strong knowledge of the Americas cybersecurity market and managed security portfolio (MDR, endpoint, firewall, XDR/EDR, cloud).
• Executive-level communication, business planning, financial acumen, negotiation, and analytics; capable of data-driven decisions.
• Bachelor's degree or equivalent practical experience.
• Ability to travel within the Americas for partner meetings and industry events.

Responsibilities

• Set MSP strategy and direction for the Americas, aligning with global priorities.
• Own program performance: MSP recruitment, onboarding, activation, tier progression, enablement, retention, expansion.
• Translate program benefits and rules into sales motions for security-as-a-service and recurring revenue growth.
• Drive revenue, pipeline, forecast accuracy, and partner productivity across the MSP portfolio.
• Establish segment and partner strategies using partner economics and growth potential.
• Build strategic MSP and distribution relationships; lead joint business planning and negotiations.
• Create scalable distribution-led motions to improve recruitment and time to first revenue.
• Shape the program and portfolio with Global Partner Programs, Product, and Enablement.
• Identify new MSP business models to differentiate Sophos and accelerate adoption of security services.
• Lead and coach a high-performing MSP sales organization with clear objectives and accountability.
• Ensure end-to-end execution across recruitment, enablement, demand gen, co-selling, support, and lifecycle management.
• Use KPI-driven reporting to improve partner health, onboarding, activation, and revenue growth.
• Use market and performance data to resolve barriers and improve program effectiveness.

Skills

MSP channel sales

Strategy development

Leadership in sales

Executive communication

Negotiation

Forecasting & analytics

Travel within Americas

Financial acumen

Education

Bachelor's degree or equivalent

Job description

Sophos is seeking a Senior Director, MSP Channel Sales to lead strategy, growth, and operating performance of the Americas MSP channel program. This role shapes market opportunities, drives recurring revenue, and aligns partner strategies with global priorities.

Reporting to senior channel leadership, you will manage programs, budgets, and executive negotiations while scaling MSP partnerships, onboarding, and co-sell initiatives across direct, distribution, and alliance channels.