MSSP Partner Development Manager

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

Sophos is seeking an experienced Senior MSSP  Partner Development Manager to drive growth across the EMEA region through recruitment, activation, and expansion of strategic Managed Security Service Provider (MSSP) partnerships.

This quota-carrying individual contributor role is primarily focused on building the next generation of Sophos service-provider partnerships across EMEA. The successful candidate will identify, recruit, onboard, and activate new MSSP relationships while developing a select portfolio of existing strategic partners.

Success in this role will be measured through partner recruitment, partner-generated pipeline, revenue growth, and expansion of Sophos' market presence across key EMEA markets

This role is intended to accelerate MSSP  ecosystem expansion across EMEA while increasing partner-sourced revenue and strengthening Sophos' position within the managed security services market.

Location preference is UK-based, though candidates located elsewhere in EMEA with the ability to travel extensively will be considered.

What You Will do

• Identify, recruit, onboard, and activate net-new MSSP partners across EMEA. Having existing relationships with regional MSSPs is a huge plus.

• Develop and execute territory recruitment plans focused on high-potential MSSPs, cybersecurity service providers, and strategic alliances.

• Build executive-level relationships within prospective partner organisations, including C-level executives, VPs, and senior leadership.

• Create and execute joint business plans designed to generate measurable pipeline and revenue growth.

• Drive MSP-to-MSSP transformation initiatives by helping partners build and expand managed security services offerings powered by Sophos.

• Establish new routes to market through strategic partner recruitment and ecosystem expansion.

• Work closely with regional sales, channel, marketing, services, and technical teams to accelerate partner success and revenue generation.

• Activate newly recruited partners and reduce time-to-revenue through focused enablement and business planning.

• Manage and grow a targeted portfolio of strategic MSSP partners.

• Conduct executive business reviews and strategic planning sessions with partner leadership teams.

• Maintain accurate forecasting, pipeline management, and opportunity tracking.

• Achieve recruitment, pipeline, and revenue objectives aligned to territory goals.

What You Will Bring

• 7+ years of experience in cybersecurity channel sales, partner development, alliances, MSSP  or strategic partnership roles.

• Demonstrated success recruiting and developing net-new strategic partners.

• Proven experience carrying and exceeding revenue quotas.

• Strong understanding of MSSP business models, managed security services, MDR, XDR, SIEM, SOC, SASE, Endpoint, and broader cybersecurity solutions.

• Experience developing executive relationships and influencing senior decision-makers.

• Demonstrated ability to create and execute strategic business plans.

• Strong negotiation, communication, and presentation skills.

• Ability to operate independently in a fast-paced, growth-oriented environment.

• Experience working across multiple countries and cultures within EMEA.

• Willingness to travel extensively throughout the region.

Preferred Qualifications

• Experience recruiting MSSPs, systems integrators,  or strategic service providers.

• Experience helping partners launch or expand managed security service offerings.

• Existing relationships within the EMEA MSSP, and cybersecurity services community.

• Experience working within a cybersecurity vendor organisation.

• Experience driving partner-led adoption of MDR, XDR, Managed SOC, cloud security, and security operations solutions.

• Experience building indirect routes-to-market and partner ecosystems from the ground up.

How Success Will Be Measured

• Net-new MSSP partner recruitment.

• Partner-generated pipeline growth.

• Revenue attainment against quota.

• MSP-to-MSSP partner conversions.

• Activation and productivity of newly recruited partners.

• Expansion of strategic existing partner relationships.

• Increased market coverage across priority EMEA regions

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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