Senior Director, MSP Channel Sales
Sophos · United States · 1 mo ago
RemoteRemoteBusiness Development$185k–$308k/yrFull-time
We need to output HTML fragment with sections: About Us? The instruction: Use for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). Do NOT repeat the job title as a heading. The posting includes "About Us" and "Role Summary", "What You Will Do", "What You Will Bring", salary info, benefits description, etc. We need to map content to appropriate headings.
We must include sections only when posting has real, specific content. Avoid filler like "commensurate with experience". We have salary range: "In the United States, the base salary for this role ranges from $184,800 to $308,400. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package." So we can have Pay section with that info, and Benefits section describing benefits (remote-first, etc). Also maybe "Schedule" not mentioned; skip.
We need to preserve all substantive info, not invent.
We need to remove boilerplate: cookie/navigation/legal/EEO etc. The posting includes many sections like "What's Great About Sophos?" etc. Those are benefits/ culture. We can include them under Benefits or maybe a separate "About the company"? The instruction says use headings like About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. So we should map content accordingly.
We have "About Us" describing company; could be "About the role"? Actually "About the role" is typical heading for role summary. We'll put role summary under
for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). Do NOT repeat the job title as a heading. The posting includes "About Us" and "Role Summary", "What You Will Do", "What You Will Bring", salary info, benefits description, etc. We need to map content to appropriate headings.
We must include sections only when posting has real, specific content. Avoid filler like "commensurate with experience". We have salary range: "In the United States, the base salary for this role ranges from $184,800 to $308,400. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package." So we can have Pay section with that info, and Benefits section describing benefits (remote-first, etc). Also maybe "Schedule" not mentioned; skip.
We need to preserve all substantive info, not invent.
We need to remove boilerplate: cookie/navigation/legal/EEO etc. The posting includes many sections like "What's Great About Sophos?" etc. Those are benefits/ culture. We can include them under Benefits or maybe a separate "About the company"? The instruction says use headings like About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. So we should map content accordingly.
We have "About Us" describing company; could be "About the role"? Actually "About the role" is typical heading for role summary. We'll put role summary under About the role
. The "About Us" could be considered company overview; maybe we can put under About the company
but not in allowed list. The instruction says use those headings as examples, not exclusive? It says "Use for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule)." So we can use those headings; we could also use other headings if needed but better to stick to those. "About Us" could be considered "About the role"? Not exactly. But we could incorporate company info into "About the role" or maybe omit? The instruction: Preserve ALL substantive information; do NOT invent or summarize away detail. So we need to keep the About Us content. We could put it under About the company
but that's not in the list; but maybe allowed as it's a heading. The instruction says use for section headings (e.g. About the role, Responsibilities...). It doesn't forbid other headings, but suggests using those. Safer to include About the company as About the company
. It's still a heading.
We also have "What You Will Do" -> Responsibilities. "What You Will Bring" -> Requirements/Qualifications/Skills. Could split: Requirements (experience), Qualifications (education), Skills (specific abilities). We'll decide.
We have salary and benefits.
We need to output only HTML fragment, no /, no markdown fences.
Let's extract content.
About Us paragraph: "Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response. Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats. Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com ."
Role Summary: "The Senior Director, MSP Channel Sales leads the strategy, growth, and operating performance of the Sophos Managed Service Provider (MSP) channel program across the Americas. This role influences future channel strategy and business results by translating market, partner, and customer insights into scalable go-to-market models that expand recurring revenue, increase active MSP productivity, and strengthen Sophos’ position in the managed security services market. Reporting to senior channel leadership, this role leads key business operations through direct and matrixed teams and serves as the executive voice of the MSP business. The Senior Director sets the Americas MSP channel vision, aligns regional execution with global priorities, manages strategic partner and distributor relationships, and influences program design, pricing, product readiness, enablement, and investment decisions. Success requires a strategic, hands-on leader who can build market opportunities, negotiate complex decisions, and deliver consistent end-to-end execution."
What You Will Do: list of bullet-like sentences. We'll convert to - .
What You Will Bring: list of requirements.
Salary and benefits: "In the United States, the base salary for this role ranges from $184,800 to $308,400. 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."
Then "What's Great About Sophos?" list of benefits: remote-first working model, etc. Also includes "Our Commitment To You" EEO etc which we should remove as boilerplate. Also "Data Protection" etc remove. Also "Cybersecurity as a Service Delivered | Sophos" etc remove.
We need to keep benefits: remote-first, employee-led diversity networks, annual charity, global sustainability, fitness/trivia competitions, wellbeing days, monthly wellbeing webinars. Also maybe "Global employee sustainability initiatives". Also "Global fitness and trivia competitions". Also "Global wellbeing days". Also "Monthly wellbeing webinars and training". Also maybe "Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit". That's also benefit/culture.
We should exclude EEO, Data Protection, etc.
Now structure:
About the company
...About Us...
About the role
...Role Summary...
Responsibilities
- ... each bullet from What You Will Do
Requirements
- ... from What You Will Bring items that are experience/leadership etc
Maybe also Qualifications
for Bachelor's degree etc.
Skills
for specific skills like strategic, negotiation, etc.
But we can combine.
Simplify: Use Requirements for experience, Qualifications for education, Skills for abilities.
Let's parse What You Will Bring:
- 15+ years of progressive channel sales, partner management, or business development experience in cybersecurity, SaaS, cloud, or enterprise technology, including significant leadership of MSP programs or recurring-revenue channel businesses.
- 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, consumption-based billing, service lifecycle, partner portals, program tiers, onboarding, and recurring-revenue forecasting.
- Demonstrated ability to influence senior leadership, shape policy and investment decisions, and negotiate complex agreements with partners, distributors, vendors, and internal stakeholders.
- Experience leading high-performing sales teams and matrixed organizations, allocating resources, managing budgets, and driving consistent execution across regions and functions.
- Strong knowledge of the Americas cybersecurity market and managed security portfolio, including MDR, endpoint, firewall, XDR/EDR, cloud, and security services.
- Executive-level communication, business planning, financial acumen, negotiation, and analytical skills, with the ability to convert data and market insights into clear decisions.
- Bachelor’s degree or equivalent practical experience.
- Ability to travel within the Americas for partner meetings, business reviews, and industry events.
We can categorize:
Requirements: experience items (first 6 maybe). Qualifications: Bachelor's degree. Skills: communication, etc. Also ability to travel maybe under Requirements.
We'll create sections:
Requirements
- 15+ years of progressive channel sales, partner management, or business development experience in cybersecurity, SaaS, cloud, or enterprise technology, including significant leadership of MSP programs or recurring-revenue channel businesses.
- 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, consumption-based billing, service lifecycle, partner portals, program tiers, onboarding, and recurring-revenue forecasting.
- Demonstrated ability to influence senior leadership, shape policy and investment decisions, and negotiate complex agreements with partners, distributors, vendors, and internal stakeholders.
- Experience leading high-performing sales teams and matrixed organizations, allocating resources, managing budgets, and driving consistent execution across regions and functions.
- Strong knowledge of the Americas cybersecurity market and managed security portfolio, including MDR, endpoint, firewall, XDR/EDR, cloud, and security services.
- Ability to travel within the Americas for partner meetings, business reviews, and industry events.
Qualifications
Bachelor’s degree or equivalent practical experience.
Skills
- Executive-level communication, business planning, financial acumen, negotiation, and analytical skills, with the ability to convert data and market insights into clear decisions.
Now Responsibilities from What You Will Do:
List items:
- Set MSP strategy and direction: Define the multi-year Americas MSP channel strategy and operating plan, aligned with Sophos business priorities, global partner strategy, product direction, and market trends.
- Own program performance: Lead the regional execution and continuous improvement of the Sophos MSP channel program, including partner recruitment, onboarding, activation, tier progression, enablement, retention, and expansion.
- Translate program benefits, requirements, specializations, and rules of engagement into clear sales motions that help MSPs deliver security-as-a-service and grow recurring revenue.
- Drive revenue and partner productivity: Own MSP bookings, recurring revenue, pipeline, forecast accuracy, partner-sourced and co-sell performance, product adoption, retention, churn management, and expansion across the MSP portfolio, protecting and growing the existing monthly recurring revenue base while accelerating new revenue.
- Establish segment and partner strategies across strategic, growth, and long-tail MSPs, using partner economics, service maturity, route to market, and growth potential to focus resources and investments.
- Build strategic MSP and distribution relationships: Serve as executive sponsor for priority MSPs, distributors, aggregators, marketplaces, and alliances; lead joint business planning, executive business reviews, and complex commercial negotiations.
- Create scalable distribution-led motions that improve MSP recruitment, time to first revenue, activation, product deployment, and long-term partner value.
- Shape the program and portfolio: Represent the voice of MSP partners to Global Partner Programs, Product, Pricing, Finance, Legal, Marketing, Sales Operations, and Enablement; influence program design, consumption-based licensing, incentives, partner experience, and product readiness.
- Identify new market opportunities and innovative
About the company
but that's not in the list; but maybe allowed as it's a heading. The instruction says use for section headings (e.g. About the role, Responsibilities...). It doesn't forbid other headings, but suggests using those. Safer to include About the company as About the company
. It's still a heading.
We also have "What You Will Do" -> Responsibilities. "What You Will Bring" -> Requirements/Qualifications/Skills. Could split: Requirements (experience), Qualifications (education), Skills (specific abilities). We'll decide.
We have salary and benefits.
We need to output only HTML fragment, no /, no markdown fences.
Let's extract content.
About Us paragraph: "Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response. Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats. Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com ."
Role Summary: "The Senior Director, MSP Channel Sales leads the strategy, growth, and operating performance of the Sophos Managed Service Provider (MSP) channel program across the Americas. This role influences future channel strategy and business results by translating market, partner, and customer insights into scalable go-to-market models that expand recurring revenue, increase active MSP productivity, and strengthen Sophos’ position in the managed security services market. Reporting to senior channel leadership, this role leads key business operations through direct and matrixed teams and serves as the executive voice of the MSP business. The Senior Director sets the Americas MSP channel vision, aligns regional execution with global priorities, manages strategic partner and distributor relationships, and influences program design, pricing, product readiness, enablement, and investment decisions. Success requires a strategic, hands-on leader who can build market opportunities, negotiate complex decisions, and deliver consistent end-to-end execution."
What You Will Do: list of bullet-like sentences. We'll convert to - .
What You Will Bring: list of requirements.
Salary and benefits: "In the United States, the base salary for this role ranges from $184,800 to $308,400. 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."
Then "What's Great About Sophos?" list of benefits: remote-first working model, etc. Also includes "Our Commitment To You" EEO etc which we should remove as boilerplate. Also "Data Protection" etc remove. Also "Cybersecurity as a Service Delivered | Sophos" etc remove.
We need to keep benefits: remote-first, employee-led diversity networks, annual charity, global sustainability, fitness/trivia competitions, wellbeing days, monthly wellbeing webinars. Also maybe "Global employee sustainability initiatives". Also "Global fitness and trivia competitions". Also "Global wellbeing days". Also "Monthly wellbeing webinars and training". Also maybe "Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit". That's also benefit/culture.
We should exclude EEO, Data Protection, etc.
Now structure:
About the company
...About Us...
About the role
...Role Summary...
Responsibilities
- ... each bullet from What You Will Do
Requirements
- ... from What You Will Bring items that are experience/leadership etc
Maybe also Qualifications
for Bachelor's degree etc.
Skills
for specific skills like strategic, negotiation, etc.
But we can combine.
Simplify: Use Requirements for experience, Qualifications for education, Skills for abilities.
Let's parse What You Will Bring:
- 15+ years of progressive channel sales, partner management, or business development experience in cybersecurity, SaaS, cloud, or enterprise technology, including significant leadership of MSP programs or recurring-revenue channel businesses.
- 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, consumption-based billing, service lifecycle, partner portals, program tiers, onboarding, and recurring-revenue forecasting.
- Demonstrated ability to influence senior leadership, shape policy and investment decisions, and negotiate complex agreements with partners, distributors, vendors, and internal stakeholders.
- Experience leading high-performing sales teams and matrixed organizations, allocating resources, managing budgets, and driving consistent execution across regions and functions.
- Strong knowledge of the Americas cybersecurity market and managed security portfolio, including MDR, endpoint, firewall, XDR/EDR, cloud, and security services.
- Executive-level communication, business planning, financial acumen, negotiation, and analytical skills, with the ability to convert data and market insights into clear decisions.
- Bachelor’s degree or equivalent practical experience.
- Ability to travel within the Americas for partner meetings, business reviews, and industry events.
We can categorize:
Requirements: experience items (first 6 maybe). Qualifications: Bachelor's degree. Skills: communication, etc. Also ability to travel maybe under Requirements.
We'll create sections:
Requirements
- 15+ years of progressive channel sales, partner management, or business development experience in cybersecurity, SaaS, cloud, or enterprise technology, including significant leadership of MSP programs or recurring-revenue channel businesses.
- 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, consumption-based billing, service lifecycle, partner portals, program tiers, onboarding, and recurring-revenue forecasting.
- Demonstrated ability to influence senior leadership, shape policy and investment decisions, and negotiate complex agreements with partners, distributors, vendors, and internal stakeholders.
- Experience leading high-performing sales teams and matrixed organizations, allocating resources, managing budgets, and driving consistent execution across regions and functions.
- Strong knowledge of the Americas cybersecurity market and managed security portfolio, including MDR, endpoint, firewall, XDR/EDR, cloud, and security services.
- Ability to travel within the Americas for partner meetings, business reviews, and industry events.
Qualifications
Bachelor’s degree or equivalent practical experience.
Skills
- Executive-level communication, business planning, financial acumen, negotiation, and analytical skills, with the ability to convert data and market insights into clear decisions.
Now Responsibilities from What You Will Do:
List items:
- Set MSP strategy and direction: Define the multi-year Americas MSP channel strategy and operating plan, aligned with Sophos business priorities, global partner strategy, product direction, and market trends.
- Own program performance: Lead the regional execution and continuous improvement of the Sophos MSP channel program, including partner recruitment, onboarding, activation, tier progression, enablement, retention, and expansion.
- Translate program benefits, requirements, specializations, and rules of engagement into clear sales motions that help MSPs deliver security-as-a-service and grow recurring revenue.
- Drive revenue and partner productivity: Own MSP bookings, recurring revenue, pipeline, forecast accuracy, partner-sourced and co-sell performance, product adoption, retention, churn management, and expansion across the MSP portfolio, protecting and growing the existing monthly recurring revenue base while accelerating new revenue.
- Establish segment and partner strategies across strategic, growth, and long-tail MSPs, using partner economics, service maturity, route to market, and growth potential to focus resources and investments.
- Build strategic MSP and distribution relationships: Serve as executive sponsor for priority MSPs, distributors, aggregators, marketplaces, and alliances; lead joint business planning, executive business reviews, and complex commercial negotiations.
- Create scalable distribution-led motions that improve MSP recruitment, time to first revenue, activation, product deployment, and long-term partner value.
- Shape the program and portfolio: Represent the voice of MSP partners to Global Partner Programs, Product, Pricing, Finance, Legal, Marketing, Sales Operations, and Enablement; influence program design, consumption-based licensing, incentives, partner experience, and product readiness.
- Identify new market opportunities and innovative
About the company
...About Us...
About the role
...Role Summary...
Responsibilities
- ... each bullet from What You Will Do
Requirements
- ... from What You Will Bring items that are experience/leadership etc
Qualifications
for Bachelor's degree etc.Skills
for specific skills like strategic, negotiation, etc. But we can combine. Simplify: Use Requirements for experience, Qualifications for education, Skills for abilities. Let's parse What You Will Bring: - 15+ years of progressive channel sales, partner management, or business development experience in cybersecurity, SaaS, cloud, or enterprise technology, including significant leadership of MSP programs or recurring-revenue channel businesses. - 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, consumption-based billing, service lifecycle, partner portals, program tiers, onboarding, and recurring-revenue forecasting. - Demonstrated ability to influence senior leadership, shape policy and investment decisions, and negotiate complex agreements with partners, distributors, vendors, and internal stakeholders. - Experience leading high-performing sales teams and matrixed organizations, allocating resources, managing budgets, and driving consistent execution across regions and functions. - Strong knowledge of the Americas cybersecurity market and managed security portfolio, including MDR, endpoint, firewall, XDR/EDR, cloud, and security services. - Executive-level communication, business planning, financial acumen, negotiation, and analytical skills, with the ability to convert data and market insights into clear decisions. - Bachelor’s degree or equivalent practical experience. - Ability to travel within the Americas for partner meetings, business reviews, and industry events. We can categorize: Requirements: experience items (first 6 maybe). Qualifications: Bachelor's degree. Skills: communication, etc. Also ability to travel maybe under Requirements. We'll create sections:Requirements
- 15+ years of progressive channel sales, partner management, or business development experience in cybersecurity, SaaS, cloud, or enterprise technology, including significant leadership of MSP programs or recurring-revenue channel businesses.
- 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, consumption-based billing, service lifecycle, partner portals, program tiers, onboarding, and recurring-revenue forecasting.
- Demonstrated ability to influence senior leadership, shape policy and investment decisions, and negotiate complex agreements with partners, distributors, vendors, and internal stakeholders.
- Experience leading high-performing sales teams and matrixed organizations, allocating resources, managing budgets, and driving consistent execution across regions and functions.
- Strong knowledge of the Americas cybersecurity market and managed security portfolio, including MDR, endpoint, firewall, XDR/EDR, cloud, and security services.
- Ability to travel within the Americas for partner meetings, business reviews, and industry events.
Qualifications
Bachelor’s degree or equivalent practical experience.
Skills
- Executive-level communication, business planning, financial acumen, negotiation, and analytical skills, with the ability to convert data and market insights into clear decisions.