Senior Director, Channel Sales - EMEA (MSP) - Remote Eligible

Senior Director, Channel Sales- EMEA (MSP)

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, U.K. More information is available at www.sophos.com.

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.

At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.

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

We're proud of the diverse and inclusive environment we have at Sophos, and we're committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.