Create a high-performance culture centered on accountability and execution
Build and maintain executive-level relationships across SHI’s sales, security, SE, and services organizations
Act as the executive sponsor for the SHI partnership within Sophos
Lead QBRs and EBRs to track performance and alignment to strategic priorities
Drive tight alignment between Sophos regional sales teams and SHI sellers
Ensure SHI account teams, engineers, and services organizations are enabled on Sophos solutions and differentiation
Partner with marketing to execute joint demand generation campaigns, events, and digital programs
Own pipeline creation, progression, and forecast accuracy for SHI-driven business
Implement consistent deal inspection cadence and pipeline hygiene standards
Use data to identify whitespace, performance gaps, and growth opportunities
Promote Sophos’ platform approach, emphasizing synchronized security across endpoint, network, and cloud
Position MDR/XDR as strategic growth drivers within SHI
Align with SHI services teams to integrate Sophos into managed and professional services offerings
Optimize engagement models, coverage, and incentives to scale partner productivity
Ensure alignment with Sophos channel programs, pricing strategies, and partner tiers
Collaborate cross-functionally to remove friction and accelerate deal cycles
Requirements
7–10+ years of experience in channel sales, alliances, or partner management within cybersecurity or enterprise technology
Proven success managing large national partners, ideally SHI, or similar Nationals
Experience leading teams and driving consistent revenue growth through indirect channels
Strong understanding of cybersecurity solutions (endpoint, firewall, MDR/XDR)
Demonstrated ability to influence executive stakeholders
Experience in a partner-first or channel-centric go-to-market model
Tech Stack
Cloud
Cyber Security
Benefits
Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.
Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
Employee-led diversity and inclusion networks that build community and provide education and advocacy
Annual charity and fundraising initiatives and volunteer days for employees to support local communities
Global employee sustainability initiatives to reduce our environmental footprint
Global fitness and trivia competitions to keep our bodies and minds sharp
Global wellbeing days for employees to relax and recharge
Monthly wellbeing webinars and training to support employee health and wellbeing
National Partner Manager – Lead at Sophos | JobVerse