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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in leading MSP channel strategies and managing partner relationships to drive growth and operational performance. Proficient in executing complex negotiations, resource allocation, and performance analysis within the cybersecurity and SaaS sectors.
Highest-signal resume keywords
MSP Channel StrategyPartner ManagementCybersecurity Market KnowledgeComplex Negotiation SkillsLeadership of Sales Teams
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Channel SalesBusiness DevelopmentRecurring Revenue ForecastingPartner EconomicsService Lifecycle ManagementOnboarding ProcessesPerformance Data AnalysisKPI EstablishmentBudget ManagementMarket Intelligence
Soft Skills
Executive-Level CommunicationAnalytical SkillsInfluencing Senior LeadershipNegotiation Skills
Tools & Technologies
Partner PortalsMDRXDR/EDRCloud ServicesFirewall Solutions
Industry Keywords
CybersecuritySaaSCloud TechnologyEnterprise TechnologyManaged Security Services
Tech Stack
Tools & technologiesCloudCyber Security
About the role
Key responsibilities & impact- Lead the strategy, growth, and operating performance of Sophos’ MSP channel program across the Americas
- Define the multi-year Americas MSP channel strategy and operating plan
- Lead partner recruitment, onboarding, activation, tier progression, enablement, retention, and expansion
- Drive MSP bookings, recurring revenue, pipeline, forecast accuracy, partner-sourced and co-sell performance, product adoption, retention, churn management, and expansion
- Establish segment and partner strategies across strategic, growth, and long-tail MSPs
- 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 to improve MSP recruitment, activation, product deployment, and partner value
- Represent MSP partner needs to global partner programs, product, pricing, finance, legal, marketing, sales operations, and enablement teams
- Identify new market opportunities and innovative MSP business models across MDR, endpoint, firewall, XDR/EDR, cloud, and related services
- Build, coach, and develop a high-performing MSP sales organization
- Set objectives, resource plans, and operating rhythms across direct reports and matrixed teams
- Ensure execution across partner recruitment, enablement, demand generation, co-selling, technical support, and partner lifecycle management
- Manage the area budget and investments
- Establish KPIs and executive reporting for partner health, onboarding, activation, recurring revenue growth, retention, product adoption, and program ROI
- Use performance data, market intelligence, and competitive programs to improve program effectiveness
Requirements
What you’ll need- 15+ years of progressive channel sales, partner management, or business development experience in cybersecurity, SaaS, cloud, or enterprise technology
- Significant leadership of MSP programs or recurring-revenue channel businesses
- Proven success setting strategy and scaling a complex MSP business through direct, distribution, marketplace, and alliance channels
- Deep understanding of MSP operating models, partner economics, consumption-based billing, service lifecycle, partner portals, program tiers, onboarding, and recurring-revenue forecasting
- Ability to influence senior leadership and negotiate complex agreements
- Experience leading high-performing sales teams and matrixed organizations
- Experience allocating resources, managing budgets, and driving execution across regions and functions
- Strong knowledge of the Americas cybersecurity market and managed security portfolio, including MDR, endpoint, firewall, XDR/EDR, cloud, and security services
- Executive-level communication, business planning, financial acumen, negotiation, and analytical skills
- Bachelor’s degree or equivalent practical experience
- Ability to travel within the Americas for partner meetings, business reviews, and industry events
- Must have legal authorization to work in the United States without requiring employer sponsorship
Benefits
Comp & perks- Target sales commissions
- Comprehensive benefits package
- Remote-first working model
- Employee-led diversity and inclusion networks
- Annual charity and fundraising initiatives
- Volunteer days
- Global employee sustainability initiatives
- Global fitness and trivia competitions
- Global wellbeing days
- Monthly wellbeing webinars and training