Manager, Global Marketplaces

Burlington, MA, US, 01803


Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central – the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos has major hubs around the globe. More information is available at www.sophos.com

Role Summary:

The Manager, Global Marketplaces will be responsible for onboarding distributors and marketplace vendors, and driving the adoption once integration is complete.  This role will drive in marketplace integration functional specifications to address the needs of MSPs and partners globally, and will partner with engineering, sales and business operations to become part of a core team that will drive the growth of new business and help retain and grow Sophos’ marketplace and telco business.

Success will be measured by the overall health and hygiene of the Telco and Marketplace adoption, productivity of active partners and the associated revenue from the sale of Sophos products and solutions through Telco and marketplace vendors to their respective end-user customer base.


What You Will Do:

  • Achieve global revenue targets through marketplace and telco adoption
  • Successfully setup marketplace through API integration, SKUs, marketing and operational flow
  • Leverage marketplace integrations to drive new Telcos business
  • Onboard and enable Telcos to ensure partner success in selling and supporting all Sophos solutions
  • Interact with distributors and marketplace vendors to manage through issues with a high degree of professionalism and attentiveness
  • Negotiate and manage contracts and Service Level Agreements, where applicable
  • Train and educate on all Sophos offerings
  • Internally train and educate Sophos sales employees on the telco and marketplace business
  • Communication with stakeholders on global sales team, business unit, local marketing and sales
  • Maintain SFDC in terms of pricing and partners and publish it for sales organization with detail inspection to keep consistency of price information across various data sources
  • Develop the documents required in sales process
  • Be a knowledge base of pricing and licensing structure of all Sophos products
  • Accelerate marketplace adoption and revenue growth
  • Persistent communication with stakeholders in relevant departments to collect appropriate information
  • Develop and drive marketing campaigns and promotions in conjunction with local Marketing team
  • Reports to Vice President, Global MSP & Cloud Alliances


What You Will Bring:

  • Solid experience in 2-tier channel business, able to operate all tools in the background: Partner Portal, Partner Contracts, On boarding of partners, business plans for partners
  • Distribution marketplace experience
  • MSP & telco/marketplace experience a plus
  • 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


What’s Great About Sophos?

  • Our people are what makes Sophos special – we demonstrate shared vision, talent, innovation, and creativity, all of which are accompanied by a great sense of fun and team spirit.
  • Employee-led diversity and inclusion groups that build community within Sophos and provide internal education and advocacy (eg. Sophos Women in Tech group to improve gender parity, encourage gender-balanced leadership, and support career progression at Sophos)
  • Sophos Environment Network and employee challenges to contribute to sustainability and reduce our environmental footprint
  • Annual commitment to charity and fundraising across our global sites and volunteer days for employees to give back to local communities
  • Global trivia competitions to keep our minds sharp
  • Global Mental Health days off work for all Sophos to help employees relax and recharge
  • Monthly employee wellbeing webinars and training to support employee health and wellbeing
  • Employee rewards and thanks, such as our free annual subscription to Calm


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 that 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 opportunites 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. If you have any questions about Sophos' data protection practices, please contact dataprotection@sophos.com.

At Sophos, we want every organization to be protected by innovative, next-generation IT security, even those who don't have a huge IT staff. We protect organizations of all sizes, all around the world by making enterprise-grade security that is simple to deploy, manage, and use. It is our passion, and something we are truly proud of.

Nearest Major Market: Boston

Job Segment: Cloud, Technology