Senior Director, MSP Channel Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee the strategy, growth, and operational efficiency of Sophos’ MSP channel program throughout the Americas.

• Develop a multi-year strategy and operational plan for the Americas MSP channel.

• Manage partner recruitment, onboarding, activation, tier advancement, enablement, retention, and growth.

• Propel MSP bookings, recurring revenue, pipeline, accuracy in forecasts, performance in partner-sourced and co-sell initiatives, product adoption, retention, churn management, and expansion.

• Formulate strategies for segments and partners across strategic, growth, and long-tail MSPs.

• Act as the executive sponsor for key MSPs, distributors, aggregators, marketplaces, and alliances.

• Direct joint business planning, executive business reviews, and intricate commercial negotiations.

• Develop scalable distribution-led approaches to enhance MSP recruitment, activation, product deployment, and partner value.

• Advocate for MSP partner requirements to global teams in partner programs, product development, pricing, finance, legal, marketing, sales operations, and enablement.

• Discover new market opportunities and innovative business models for MSPs across MDR, endpoint, firewall, XDR/EDR, cloud, and related services.

• Construct, mentor, and nurture a high-performing MSP sales team.

• Set goals, resource plans, and operational rhythms for direct reports and matrixed teams.

• Ensure effective execution across partner recruitment, enablement, demand generation, co-selling, technical support, and partner lifecycle management.

• Oversee the budget and investments for the area.

• Establish KPIs and executive reporting regarding partner health, onboarding, activation, recurring revenue growth, retention, product adoption, and program ROI.

• Leverage performance data, market insights, and competitive programs to enhance program effectiveness.

⛳️ Requirements

• More than 15 years of progressive experience in channel sales, partner management, or business development within cybersecurity, SaaS, cloud, or enterprise technology.

• Extensive leadership experience in MSP programs or recurring revenue channel businesses.

• Demonstrated success in formulating strategy and scaling a complex MSP business across direct, distribution, marketplace, and alliance channels.

• Profound understanding of MSP operating models, partner economics, consumption-based billing, service lifecycle, partner portals, program tiers, onboarding, and recurring revenue forecasting.

• Capability to influence senior leadership and negotiate intricate agreements.

• Proven experience in leading high-performing sales teams and managing matrixed organizations.

• Experience in resource allocation, budget management, and driving execution across various regions and functions.

• In-depth knowledge of the cybersecurity market within the Americas and the managed security portfolio, including MDR, endpoint, firewall, XDR/EDR, cloud, and security services.

• Strong executive-level communication, business planning, financial acumen, negotiation, and analytical abilities.

• Bachelor’s degree or equivalent relevant practical experience.

• Willingness to travel within the Americas for partner meetings, business reviews, and industry events.

• Must possess legal authorization to work in the United States without requiring employer sponsorship.

🏝️ Benefits

• Targeted sales commissions.

• Comprehensive benefits package.

• Remote-first working model.

• Employee-led diversity and inclusion networks.

• Annual charity and fundraising initiatives.

• Volunteer days.

• Global employee sustainability initiatives.

• Global fitness and trivia competitions.

• Global wellbeing days.

• Monthly wellbeing webinars and training.