Director Channel Sales

Madrid, ES, 28020


Sophos Overview – Cybersecurity Evolved 
Sophos evolves to meet every new challenge, protecting more than 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs, our cloud-native and AI-enhanced solutions are able to adapt and evolve to secure endpoints and networks against never-before-seen cybercriminal tactics and techniques. Managed through our award-winning, cloud-based platform, Sophos Central, our best-of-breed products work together through our unique Synchronized Security system to share threat intelligence and respond to evolving threats. The Sophos suite of products secures networks and endpoints against automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.


Job Purpose

Currently we are recruiting for a strong leader who can drive a winning channel strategy in Iberia region and lead the local team to success. It will be your responsibility to grow business opportunities and place Sophos products through our Channel structure.


Main Duties


Channel Business 

  • Development of a clear channel sales strategy for the region to spread our vision of synchronized security 
  • Establish and improve a sustainable high-quality base of selected partners and distributors and ensure that the partners deliver the agreed contribution to new business and (over-) achieving the regional sales targets
  • Provide regular forecasts and reporting of the projected business performance, annually to set targets, quarterly to measure progress and monthly for tactical measurement and adjustment
  • Engage in the complex customer / partner interactions and high impact sales activities, supporting the teamleads and Account Managers in securing business, escalating of issues and resolving any conflicts



  • Manage group and individual performance and productivity through regular 1:1 meetings, constructive suggestions for improvement and rewarding accomplishments 
  • Ensure the appropriate mixture of skills and seniority of staff – minimising single points of failure
  • Ensure that decisions on the annual salary review process are consistent between individuals and teams
  • Build a strong team spirit and maintain morale f.e. by ensure timely and relevant information sharing to team
  • Defining the strategic direction and projects for the team, agree priorities and assign projects to employees
  • Identify the future needs of the department, both technical and non-technical and ensure that individuals receive the development, coaching and support they need
  • Manage the selection of new candidates to ensure the team is staffed appropriately against agreed selection criteria/specification and ensure that new hires are effective in their roles as quickly as possible


Skills and Experience

  • Strong track record in leading a channel driven business in IT Security or IT Software market 
  • Several years leadership experience 
  • Experience in developing, running and optimising sales management processes that drive sales teams towards multi faceted business objectives
  • Ability to influence senior customer and partner decision makers within large complex organisations
  • Ability to manage a business volume > 10 Mio EUR
  • Ability to address critical issues and to perceive and resolve conflicts in a fair way
  • Ability to set the strategic direction for the unit/team
  • High level of presentation and negotiation skills, including at CXO level
  • Excellent written / verbal communication (English and Spanish) 


Equal Opportunities
Sophos is committed to equality opportunity in all areas of its work. All qualified applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, marital status, race, religion, colour, age, disability or sexual orientation.


If you choose to explore this 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.  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.

Job Segment: Cloud, Technology