Role Summary
The Senior Director, Channel Sales – EMEA leads and scales our partner ecosystem across the region with a primary focus on MSP. This leader drives regional go‑to‑market execution, builds strategic relationships with distributors, MSPs, cloud marketplaces, and technology alliances, and delivers outsized revenue growth for Sophos solutions (MDR, XDR/EDR, endpoint, firewall, and services). The role blends strategy with hands‑on execution and cross‑functional leadership.
What You Will Do
* Build and execute the EMEA channel GTM strategy aligned to global priorities, with emphasis on MSP motions
* Localize operating models for UK&I, DACH, Southern Europe, France/Benelux, Nordics, CEE, and MEA, including routes‑to‑market, enablement, and incentives
* Own executive relationships with top distributors, MSPs, and alliance partners; develop joint success plans and run QBRs
* Recruit, onboard, and accelerate high‑value partners; advance partners through tiers and specializations (e.g., MDR/XDR)
* Own partner‑sourced and partner‑influenced revenue and pipeline; drive forecast accuracy and pipeline coverage with rigorous inspection
* Enable partners to market, sell, and deliver Sophos solutions; champion repeatable MSP offerings (packaging, pricing, service catalogs)
* Run governance: forecast reviews, pipeline inspections, QBRs; maintain performance dashboards and ensure data quality in CRM/PRM tools
* Collaborate with Sales, Marketing, Product, Customer Success, and Finance on launches, targets, and regional execution
What You Will Bring
* 12–15+ years in channel sales/alliances or service‑provider leadership within cybersecurity/enterprise software; 5+ years leading EMEA geographies
* Deep understanding of MSP operating models, and modern security stacks (MDR, XDR/EDR, endpoint, firewall, managed services)
* Established network with EMEA distributors and top MSPs/MSSPs; credibility to influence at C‑level
* Track record building high‑performing, diverse, geographically distributed teams; strong coaching and talent development
* Data‑driven operator with disciplined forecasting, pipeline management, and deal governance; proficiency with Salesforce and partner portals
* Executive presence with excellent negotiation and presentation skills; English required; additional European languages a plus
* Ability to travel up to 50% across EMEA
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…
• Our people – we innovate and create…
• Employee‑led diversity and inclusion networks…
• Annual charity and fundraising initiatives…
• Global employee sustainability initiatives…
• Global fitness and trivia competitions…
• Global wellbeing days…
• Monthly wellbeing webinars and training…
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. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.
Data Protection
If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos
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