Senior Director, Channel Sales – GSI & MSSP

Location: Washington
Posted on: June 23, 2025

Job Description:

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. Role Summary We are seeking a strategic and execution-driven Senior Director of Global System Integrators and MSSP Channel Sales to lead our partnerships with Global System Integrators (GSIs), large Telcos, and Global MSSPs. This individual will be responsible for developing, scaling, and managing deep, strategic relationships with key partners to accelerate Sophos’ market penetration and growth across global enterprise accounts. This role requires a rare blend of channel sales leadership, technical understanding, and business development expertise at the enterprise and service provider level. You’ll work cross-functionally with product, marketing, sales, operations, and engineering teams to define joint go-to-market (GTM) strategies, launch integrated solutions, and drive measurable results. What You Will Do • Lead global strategy and execution for GSIs, Telcos, and Strategic MSSPs with revenue, enablement, and influence KPIs. • Build and maintain executive relationships across partner organizations; act as a trusted advisor to unlock joint opportunities. • Define and execute GTM plans to jointly develop, position, and drive adoption of Sophos solutions within partner offerings. • Collaborate with internal product and engineering teams to align roadmap and co-innovation opportunities with partners. • Structure and negotiate strategic partner agreements including joint development, co-selling, and services integration. • Drive channel readiness including enablement, certifications, field alignment, and pipeline acceleration. • Monitor business performance and provide regular executive reporting on partner contribution, program impact, and growth plans. • Represent Sophos at key industry events, summits, and executive forums. What You Will Bring • 10 years in channel sales, strategic alliances, or business development in the cybersecurity or enterprise software industry. • Proven success managing global partnerships with top GSIs (e.g., Accenture, Deloitte, PwC, Wipro, TCS) or telcos (e.g., AT&T, Verizon, Vodafone, Telefonica). • Strong understanding of cybersecurity technologies including MDR, EDR/XDR, and cloud-native security platforms. • Experience building and scaling multi-tiered service programs and joint GTM strategies across multiple geographies. • Ability to align technical capabilities and services to business needs; comfort engaging in technical solutioning conversations. • Strategic thinker with strong negotiation, communication, and executive presence. • Experience navigating and aligning internal cross-functional teams toward partner success. • Bachelor’s degree required; MBA or technical degree is a plus.

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