National Partner Manager – CDW Lead

Sophos•Chicago, IL

3d•Remote

About The Position

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 .

Requirements

7–10+ years of experience in channel sales, alliances, or partner management within cybersecurity or enterprise technology
Proven success managing large national partners, ideally CDW, 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
Channel ecosystem expertise and partner economics
Strategic planning and execution discipline
Executive presence and influence
Team leadership and development
Cross-functional collaboration
Data-driven decision making
Applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.

Responsibilities

Develop and execute a national partner strategy for CDW aligned to Sophos’ growth priorities
Drive net-new customer acquisition and expansion across CDW’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
Lead, coach, and develop a team of Channel Account Managers and Partner Development resources aligned to CDW
Establish clear KPIs (pipeline, bookings, attach rates, partner-sourced revenue, certifications)
Create a high-performance culture centered on accountability and execution
Build and maintain executive-level relationships across CDW’s sales, security, SE, and services organizations
Act as the executive sponsor for the CDW partnership within Sophos
Lead QBRs and EBRs to track performance and alignment to strategic priorities
Drive tight alignment between Sophos regional sales teams and CDW sellers
Ensure CDW 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
Own pipeline creation, progression, and forecast accuracy for CDW-driven business
Implement consistent deal inspection cadence and pipeline hygiene standards
Use data to identify whitespace, performance gaps, and growth opportunities
Promote Sophos’ platform approach, emphasizing synchronized security across endpoint, network, and cloud
Position MDR/XDR as strategic growth drivers within CDW
Align with CDW services teams to integrate Sophos into managed and professional services offerings
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