Senior Manager, Channel Sales

About Us 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 everyday 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 Sophos is undergoing strong growth and partners are at the core of everything we do. As the Senior Manager, Channel Sales, you will be handling the following areas: What You Will Do Key Responsibilities – Channel Sales Leadership & Growth Lead and Manage Regional Channel Account Executives focused on Tier 1 Strategic Partners, ensuring strong alignment and execution, and incl. Distribution Account Manager/s Oversee Offshore Channel Account Managers driving operational excellence and partner engagement. Facilitate Weekly Team Meetings with the extended channel organization to maintain alignment, share insights, and reinforce strategic priorities. Develop Deep Understanding of the ANZ Channel Landscape , including partner capabilities, market dynamics, and growth opportunities. Drive Consistent Communication within the team and across channel partners to strengthen relationships and accelerate joint success. Strategically Plan and Execute Growth Initiatives for Sophos in new and emerging markets, leveraging partner ecosystems for scale. Act as a Key Contributor on the ANZ Senior Leadership Team (SLT) , representing channel priorities and influencing business strategy. Provide Quarterly Business Review (QBR) Guidance from a channel perspective at the GEO level, ensuring alignment with global objectives. Mentor and Develop Channel Team Members , fostering career growth and building a high‑performing, engaged team. Serve as the Primary Spokesperson for Channel Communications within Sophos ANZ, ensuring clarity, consistency, and impact. Achieve and Exceed Revenue and Growth Targets , driving measurable outcomes through effective channel strategies. Key Responsibilities – End User Sales Leadership Collaborate with SDR Leadership to guide Qualified Sales Opportunities (QSOs) through the channel partners/teams for seamless execution. Build and Manage a Robust Pipeline , executing effectively across all phases of the sales cycle to deliver predictable results. Proactively Drive New Business Development , leveraging insights and market trends to expand footprint within the region, through Sophos Partners and Distributors Support Sales Opportunities with Strong Partner Orchestration , coordinating internal and external resources to accelerate deal closure. Enable the Team to Leverage Key Partner Relationships , strengthening collaboration and influence across the ecosystem. Manage All Sales Motions —including New Business, Cross‑Upgrade Transactions (CUT), and Renewals—within channel segments Key Responsibilities – Enablement Leadership Commit to Continuous Team Learning and Development , including mandatory SophSkills training to enhance professional capabilities. Maintain Deep Knowledge of Industry Trends, Territory Dynamics, Target Accounts, Key Partners, and Competitive Landscape to inform strategy and execution. Share Best Practices Across the Team , including tools, sales techniques, and opportunity management to drive collective success. Actively Participate in Enablement Activities , including “stand and deliver” sessions, to reinforce skills and confidence. Continuously Update and Apply Knowledge of Sophos Products, Resources, Sales Processes, and Tools to maximize revenue and partner engagement. Key Responsibilities – Partner Sales Leadership Identify High‑Potential Partners and prioritize efforts to accelerate their growth and contribution. Collaborate with National Representatives on account mapping, establishing a regular cadence for lead sharing and reciprocal engagement. Lead the Team in Building and Maintaining Strong Partner Relationships , fostering trust and long‑term collaboration. Communicate Sales Strategy and Action Plans Clearly to all partners, ensuring alignment and execution. Hold Partners Accountable for Agreed Outcomes , driving performance and mutual success. Partner with the SE Organization to plan and deliver enablement activities for focus partners through the channel team. What you will bring 10+ Years of Proven Sales Leadership Experience , with a strong track record in channel sales and partner ecosystem development, growth, preferably within the cybersecurity industry. Extensive Channel Executive Expertise , including managing strategic partners, driving distribution strategies, and executing partner enablement programs. Demonstrated Management and Leadership Experience , with the ability to lead cross‑functional teams and influence at all organizational levels. Ability to Build and Nurture Collaborative Relationships with internal stakeholders, Tier 1 partners, distributors, and end customers to accelerate joint success. Strategic Thinker with a Growth Mindset , capable of identifying new market opportunities and executing plans that deliver measurable outcomes. Highly Self‑Motivated and Results‑Oriented , consistently exceeding revenue and performance targets. Exceptional Communication and Influence Skills , ensuring clarity and alignment across partners and internal teams. #AB1 #B2 #LI-Remote Ready to Join Us? 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. What's Great About Sophos? · Sophos operates a remote‑first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. "Remote‑first" means that the role can be performed remotely, but the candidate must be located within the jurisdiction where the role is posted. · 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. Our Commitment To You 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. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know. Data Protection If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos. Salary range and description #J-18808-Ljbffr