Director, Global Partner Enablement
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Job Description
Director of Global Partner Enablement defining strategy for Sophos partners. Responsible for enabling partners to drive sales, deployment, and management of Sophos solutions.
Responsibilities:
- Define and execute a global partner enablement strategy aligned to Sophos’ GTM model, partner program tiers, and regional growth priorities.
- Ensure enablement supports key Sophos motions, including MSP/MSSP managed security services, solution selling, renewals, and expansion.
- Lead change management initiatives that evolve partner behaviors in support of new GTM motions, platform adoption, and services-led selling.
- Design and scale role-specific partner learning journeys across sales, technical pre-sales, implementation, managed services, customer success, and renewals.
- Guide partners from onboarding through advanced competency and specialization, aligned to Sophos certifications, accreditations, and partner program requirements.
- Maintain content lifecycle governance to ensure enablement stays current with product releases, platform evolution, and threat landscape changes.
- Ensure enablement directly supports MSP and MSSP business models, including recurring revenue motions, operational efficiency, and service differentiation.
- Establish global enablement standards, frameworks, and governance while enabling regional flexibility based on market needs.
- Collaborate with Regional Enablement and Field teams to support GTM launches, sales plays, campaigns, and priority partners.
- Define and track enablement success metrics tied to Sophos business outcomes, including partner ramp time, certification attainment, pipeline contribution, deal velocity, adoption, renewal rates, and expansion.
- Build, mentor, and lead a high-performing global partner enablement team (direct and/or dotted-line), operating effectively in a matrixed environment.
Requirements:
- 10+ years of experience in partner enablement, channel sales, customer success enablement, or learning and development within cybersecurity or enterprise SaaS.
- Deep hands-on experience enabling global channel partners across Americas, EMEA, and APJ, with strong understanding of MSP, MSSP, VAR, and distributor models.
- Proven success designing and executing role-based, GTM-aligned learning programs that drive measurable partner performance.
- Experience working closely with Sales, Channel, and Customer Success leaders in a partner-first organization.
- Data-driven mindset with the ability to define KPIs, analyze performance, and demonstrate enablement ROI.
- Exceptional executive communication, facilitation, and stakeholder influence skills.
- Preferred Qualifications:
- Experience supporting or scaling MSP/MSSP-centric GTM motions.
- Familiarity with Sophos-style partner programs, certifications, and security solutions.
- Experience with enablement platforms, LMS/LXP systems, partner portals, CRM (e.g., Salesforce), and content authoring tools.
- Experience applying AI-driven learning and enablement tools to accelerate partner readiness, adoption & performance at scale.
- Foundational understanding of instructional design, adult learning theory, and skills-based enablement frameworks.
- Advanced degree in business, learning, or a related field.
Benefits:
- Sophos operates a remote-first working model, making remote work the primary option for most employees.
- 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.
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