Senior Director, MSP Channel Sales

About Us

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 .
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

- 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 lo