Senior Manager Channel Sales (m/f/d) National Team - with leadership responsibility

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 Senior Manager Channel Sales National-Team is responsible for driving sustainable growth, transformation, and execution excellence for the German National-Team and across the Named-Partner setups in Austria and Switzerland (7 employees).

The role leads a geographically and culturally diverse CAE team, with full accountability for:

• Revenue growth (new + renewals + expansion)

• Partner transformation towards recurring revenue and platform-based selling

• Consistent execution of the regional go-to-market strategy

Success is measured by quota achievement, but also by the ability to evolve the national partners in Germany and named partner setups in Austria & Switzerland, increase recurring revenue, and build a high-performing, aligned team across different markets.

What You Will Do:

• Lead the team through necessary and contemporary changes related to the company’s strategic goal to be a next-generation cybersecurity leader

• Drive the transformation of the partner ecosystem from transactional business to recurring revenue-driven models

• Recruit, mentor, and manage a team of CAEs in the allocated accounts & regions

• Execute channel sales and go-to-market strategies in alignment with regional and global priorities

• Drive close team work with direct-touch teams in segments

• Identify market opportunities, growth areas and partner potential in the assigned setups

• Analyse, evaluate and interpret business performance based on data and key metrics; identify performance gaps and derive clear, actionable insights and priorities to drive growth

• Achieve bookings quota across new business, renewals and expansion to meet company goals

• Provide accurate forecasting and ensure pipeline quality, transparency and execution discipline

• Develop key partners to the next level, focusing on recurring revenue, services capabilities and platform adoption

• Lead business transformation initiatives (e.g. migration to next-generation and service-based offerings)

• Structure and evolve the channel based on partner maturity, segmentation and growth potential

• Use and understand key metrics: renewal rate, ARR, white space, pipeline coverage, partner performance

• Increase channel capability and knowledge through regular training, workshops and enablement programes

• Drive growth topics and new routes to market such as platform business, cloud and recurring revenue models

• Ensure tight management of partner programme requirements through the CAE Team: Ensure high level of programme adherence (revenues, certification, renewals, active business plans), drive partner performance and revenue contribution, understand the partner’s business model, customer base and growth potential

What You Will Bring:

• Several years team leadership experience

• Working experience in 2-tier channel business, knows how this works, able to operate all tools in the background: Partner Portal, Partner Contracts, On boarding of partners, business plans for partners

• Experience in working with partner, customer and internal C- level executive contacts

• Experience in Sales Operations / process optimisation

• Working in a commercial IT environment

• Channel Sales experience

• Outstanding “can-do” nature that enjoys overcoming objections and challenges.

• Excellent organizational skills with ability to manage and prioritize multiple tasks.

• Excellent leadership skills

• Excellent communication and presentation skills, both written and verbal

• Understanding of sales and order process

• Understanding of software license and hardware products

• Financial Acumen, Ability to understand & forecast recurring revenue model (added)

• Knowledge of Salesforce, PowerBI

• Willingness to travel in Region

• Fluent in German and English

#M4

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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

What does remote mean at Sophos?
Sophos supports flexible ways of working, with many roles offered remotely and others working in a hybrid model. For remote roles, you may work remotely within the location specified in the job posting. Candidates must reside in and be authorized to work in that location. Our teams collaborate across locations and time zones, using technology to stay connected and deliver results.

Our Commitment To You

Sophos welcomes applicants with diverse experiences, perspectives, and backgrounds. We believe great ideas come from different ways of thinking, and we are committed to building a workplace where people can contribute, grow, and succeed.

We evaluate all candidates based on job-related skills, qualifications, and experience, and are committed to providing equal employment opportunities consistent with applicable laws and regulations.

If you require a reasonable accommodation during any stage of the recruitment process, please contact [email protected]. Any information shared will be used only for the purpose of evaluating and providing the requested accommodation.