Senior Director, Channel Sales – GSI & MSSP

Sophos; United States; Remote; USD 153,000 - 255,000; Full time

Job summary

An established industry player is seeking a strategic Senior Director to lead partnerships with Global System Integrators and MSSPs. This pivotal role involves developing and managing key relationships to enhance market penetration and growth. You will collaborate across teams to define go-to-market strategies and drive the adoption of innovative security solutions. The ideal candidate will possess extensive experience in channel sales, a strong understanding of cybersecurity technologies, and exceptional negotiation skills. Join a diverse and inclusive team that values innovation and community involvement, and make a significant impact in the cybersecurity landscape.

Benefits

Remote-first working model

Employee-led diversity and inclusion networks

Annual charity and fundraising initiatives

Global fitness competitions

Monthly wellbeing webinars

Global wellbeing days

Qualifications

• 10+ years in channel sales or business development in cybersecurity.
• Proven success managing global partnerships with top GSIs and telcos.

Responsibilities

• Lead global strategy for GSIs and MSSPs to drive market penetration.
• Build and maintain executive relationships across partner organizations.

Skills

Channel Sales Leadership

Business Development

Technical Understanding

Negotiation Skills

Communication Skills

Strategic Thinking

Education

Bachelor's Degree

MBA or Technical Degree

Tools

Cybersecurity Technologies

GTM Strategies

Job description

Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform.

Role Summary

We are seeking a strategic and execution-driven Senior Director of Global System Integrators and MSSP Channel Sales to lead our partnerships with Global System Integrators (GSIs), large Telcos, and Global MSSPs. This individual will be responsible for developing, scaling, and managing deep, strategic relationships with key partners to accelerate Sophos’ market penetration and growth across global enterprise accounts.

This role requires a rare blend of channel sales leadership, technical understanding, and business development expertise at the enterprise and service provider level. You’ll work cross-functionally with product, marketing, sales, operations, and engineering teams to define joint go-to-market (GTM) strategies, launch integrated solutions, and drive measurable results.

What You Will Do

• Lead global strategy and execution for GSIs, Telcos, and Strategic MSSPs with revenue, enablement, and influence KPIs
• Build and maintain executive relationships across partner organizations; act as a trusted advisor to unlock joint opportunities
• Define and execute GTM plans to jointly develop, position, and drive adoption of Sophos solutions within partner offerings
• Collaborate with internal product and engineering teams to align roadmap and co-innovation opportunities with partners
• Structure and negotiate strategic partner agreements including joint development, co-selling, and services integration
• Drive channel readiness including enablement, certifications, field alignment, and pipeline acceleration
• Monitor business performance and provide regular executive reporting on partner contribution, program impact, and growth plans
• Represent Sophos at key industry events, summits, and executive forums

What You Will Bring

• 10+ years in channel sales, strategic alliances, or business development in the cybersecurity or enterprise software industry
• Proven success managing global partnerships with top GSIs (e.g., Accenture, Deloitte, PwC, Wipro, TCS) or telcos (e.g., AT&T, Verizon, Vodafone, Telefonica)
• Strong understanding of cybersecurity technologies including MDR, EDR/XDR, and cloud-native security platforms
• Experience building and scaling multi-tiered service programs and joint GTM strategies across multiple geographies
• Ability to align technical capabilities and services to business needs; comfort engaging in technical solutioning conversations
• Strategic thinker with strong negotiation, communication, and executive presence
• Experience navigating and aligning internal cross-functional teams toward partner success
• Bachelor’s degree required; MBA or technical degree is a plus

In the United States, the base salary for this role ranges from $153,000 to $255,000. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.

Ready to Join Us?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. 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's Great About Sophos?

• Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach.
• Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
• Employee-led diversity and inclusion networks that build community and provide education and advocacy
• Annual charity and fundraising initiatives and volunteer days for employees to support local communities
• Global employee sustainability initiatives to reduce our environmental footprint
• Global fitness and trivia competitions to keep our bodies and minds sharp
• Global wellbeing days for employees to relax and recharge
• Monthly wellbeing webinars and training to support employee health and wellbeing

Our Commitment To You

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.

Data Protection

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