National Partner Manager – SHI Lead

About Us

Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.

Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.

Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com .

Role Summary

The National Partner Manager – Lead, SHI is responsible for leading the strategic relationship between Sophos and SHI. This role will drive revenue growth, partner alignment, and field execution across Sophos’ cybersecurity portfolio, including endpoint, network, cloud, and managed detection and response (MDR) solutions.

This leader will lead a team of channel professionals and work cross-functionally to expand Sophos’ footprint within SHI, accelerate pipeline creation, and deliver measurable business outcomes.

What You Will Do

Partner Strategy & Revenue Growth

• Develop and execute a national partner strategy for SHI aligned to Sophos’ growth priorities
• Drive net-new customer acquisition and expansion across SHI’s enterprise, mid-market, commercial, and public sector segments
• Build and own joint business plans (JBPs), including revenue targets, pipeline goals, and solution alignment
• Increase attach-rates of high-value offerings such as MDR and recurring services

Team Leadership

• Lead, coach, and develop a team of Channel Account Managers and Partner Development resources aligned to SHI
• Establish clear KPIs (pipeline, bookings, attach rates, partner-sourced revenue, certifications)
• Create a high-performance culture centered on accountability and execution

Executive Engagement

• 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

Field Alignment & Enablement

• 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

Pipeline & Forecast Management

• 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

Portfolio & Solution Alignment

• 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

Operational Excellence

• 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

What You Will Bring

• 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

In the United States, the base salary for this role ranges from $118,800 to $198,000. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package.  A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.

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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. 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

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

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.