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. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other every day and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, UK. 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.