Director, Global Partner Enablement

Role Summary

The Director of Global Partner Enablement is responsible for defining and scaling a global enablement strategy that drives partner preference, pipeline growth, and customer security outcomes across Sophos’ go-to-market model. This role ensures that partners-including VARs, MSPs, MSSPs, and distributors-are fully enabled to sell, deploy, manage, and expand Sophos solutions globally.

This leader combines deep channel expertise, practical AI fluency, modern learning approaches, and strong field execution. They will translate Sophos’ cybersecurity strategy into role-based, lifecycle-driven enablement that accelerates partner time-to-value and long-term commercial success.

The ability to use AI tools in a builder capacity will be critical to success in this role. This leader will use AI to scale partner curriculum and content production and establish repeatable processes for sourcing accurate technical content.

As part of the Global Go-to-Market Enablement team, this leader will partner closely with Global Channel, Regional Partner Leaders, Sales, and Marketing leadership to embed enablement into field execution. The role will also be accountable for delivering against specific AI-related OKRs established for the position.

What You Will Do

• Execute a Partner-First GTM Enablement Strategy
• 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.
• Deliver Role-Based Partner Learning and Readiness Programs
• 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.
• Apply adult learning principles, instructional design best practices, and skills-based frameworks to ensure learning drives behavior change and performance.
• Maintain content lifecycle governance to ensure enablement stays current with product releases, platform evolution, and threat landscape changes.
• Support MSP / MSSP Enablement and Field Execution
• 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.
• Coordinate delivery of enablement such as workshops, simulations, solution playbooks, and technical labs that reinforce real-world execution.
• Act as an executive escalation point for strategic partner enablement needs.
• Define and Track Enablement Success Metrics
• Ensure success metrics are tied to Sophos business outcomes, including partner ramp time, certification attainment, pipeline contribution, deal velocity, adoption, renewal rates, and expansion.
• Leverage CRM, partner performance data, and field insights to identify skill gaps and optimize enablement investments.
• Provide executive-ready reporting that demonstrates enablement impact on partner success and revenue growth.
• Drive Content Strategy with Cross-Functional Leadership
• Oversee the global partner enablement content strategy, including onboarding programs, solution and security playbooks, labs, partner toolkits, and just-in-time resources.
• Serve as a cross-functional leader working closely with Product Marketing, Product Management, Partner Programs, Sales, and Channel to ensure alignment and consistency.
• Build, mentor, and lead a high-performing global partner enablement team (direct and/or dotted-line), operating effectively in a matrixed environment.
• Lead AI-Powered Partner Enablement
• Use generative AI and prompt-driven workflows to scale partner curriculum, technical content, playbooks, labs, and self-service resources while maintaining appropriate human review.
• Establish repeatable processes for sourcing, reviewing, governing, and publishing accurate technical content from Sales Engineers, Product, Product Marketing, and other SMEs.
• Use platform data and partner feedback to improve content quality, production speed, adoption, and partner readiness.

What You Will Bring

• 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.
• Practical AI fluency, including generative AI, prompt design, content transformation, and quality-review workflows.
• Experience building AI-assisted enablement and technical content processes that balance speed, accuracy, governance, source traceability, and human judgment.
• 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.