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 manage 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
Top Skills
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