Senior Manager, Channel Sales (LATAM)

About Us

Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through the Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

Responsible for generating profitable revenue through managing and supporting channel sales activities within the assigned region, including sales through distributors. Additionally, you will lead a team of multi-disciplined Channel Sales staff to drive maximum revenue through providing support to our key partners for an assigned region. You will work closely with other business units to develop programs that will enable high growth across multiple product portfolios and services.

What You Will Do

• Develop regional business plans, drive go-to-market strategies, and conduct quarterly reviews with partners.
• Support and execute channel programs, promotions, and partner initiatives.
• Build and maintain strategic relationships with distribution partners and internal departments.
• Identify new business opportunities and work closely with sales, technical, and marketing teams to grow partner revenue.
• Represent Sophos at events and maintain efficient operations with channel partners.
• Lead a team to achieve performance goals through regular evaluations, constructive feedback, and biannual reviews.
• Manage reporting on regional accounts and sales achievements, ensuring team alignment on objectives.
• Conduct team performance reviews, identify top performers, address underperformance, and ensure timely, relevant information sharing.
• Recruit and onboard new talent, foster team development, and support skill enhancement for long-term growth.

What You Will Bring

• 10+ years of channel development in IT sales with a track record of quota achievement in LATAM.
• Strong communication skills - written, verbal, and presentation.
• Experience with remote/inside sales and field sales motions.
• Proven results in a partner-oriented and customer sales environment across SMB, mid-market, and enterprise segments.
• Proven track-record of exceeding monthly and quarterly quotas and performance targets across LATAM (preference for Brazil, Mexico, and Colombia).
• People management experience in leading medium-sized teams in bringing the best out of the team’s performance.
• Readiness to do business trips as required.
• Restricted holiday at month-, quarter-, and year-end and important events.
• Carrying a team quota
• Knowledge of Microsoft applications and CRM tools, Salesforce knowledge is preferred.

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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. Please refer to the location details in our job postings for further information.

· 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. If you have any questions about Sophos’ data protection practices, please contact [email protected].