Key skills
Cyber SecuritySaaSSalesforceCRMCollaborationRemote WorkSalesFirewall
About this role
Role Overview
- Recruit and onboard new MSP partners into the Sophos MSP program
- Activate dormant or low-performing partners into revenue-generating MSPs
- Drive partner progression through MSP tiers (e.g., Flex to advanced programs)
- Help partners build profitable managed security practices aligned to recurring revenue models
- Own monthly recurring revenue (MRR) growth across assigned MSP partners
- Drive cross-sell and attach of key solutions (Endpoint, MDR, Email, Firewall)
- Increase consumption within the MSP Flex billing model (usage-based growth)
- Execute territory plan with clear targets across:
- New partner activation
- Revenue growth
- Product attach rates
- Deliver structured onboarding for new MSP partners (tools, billing, positioning)
- Conduct regular business reviews with top partners
- Promote certifications and training to ensure partner readiness
- Educate partners on:
- MSP business models
- Sophos differentiation and value proposition
- Sales plays and GTM campaigns
- Manage a high volume of partners and opportunities with strong prioritization
- Maintain accurate pipeline, forecasting, and activity tracking in Salesforce
- Drive deal velocity through:
- Distributor alignment
- Presales collaboration
- Fast turnaround on quoting and deal registration
Requirements
- 3–5 years of experience in channel sales, inside sales, or partner development
- Experience working in high-volume SMB or mid-market environments
- Exposure to IT, cybersecurity, or SaaS consumption models
- Experience working with MSPs, resellers, or subscription-based business models (Desirable)
- Understanding of recurring-revenue or consumption-based sales (MRR mindset) (Desirable)
- Experience working with distributors in APJ/ASEAN markets (Desirable)
- Familiarity with CRM systems (Salesforce) and partner pipelines (Desirable)
Tech Stack
- Cyber Security
Benefits
- Sophos operates a remote-first working model, making remote work the primary option for most employees.
- 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