Alliance Partnership Manager (Cyber Insurance)

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

We’re seeking an Alliance Partnership Manager to support the growth and execution of Sophos’ cyber insurance ecosystem strategy. Reporting to the General Manager, Cyber Insurance Program, this role is focused on building and nurturing strategic relationships with cyber insurers, brokers, breach counsel, and ecosystem partners to drive mutual value, visibility, and customer impact.

This is a high-visibility role with both strategic and tactical responsibilities. You’ll partner cross-functionally across Sales, Product, Marketing, and Customer Success to drive partner engagement, coordinate joint initiatives, and accelerate our presence across insurance panels and referral networks. The ideal candidate brings experience in cybersecurity partnerships, a passion for building long-term relationships, and the ability to navigate across technical, business, and legal environments.

What You Will Do

• Develop and manage strategic relationships with cyber insurers, brokers, and legal partners to drive referrals, visibility, and joint initiatives.
• Serve as the day-to-day contact for assigned partners, maintaining operational alignment, field engagement, and shared goals.
• Collaborate with internal stakeholders to develop and execute go-to-market strategies aligned to the needs of the insurance ecosystem.
• Coordinate with Sales and Marketing to ensure the development and delivery of tailored content, campaigns, and partner-specific messaging.
• Monitor performance KPIs including referral volume, conversion rates, and panel activity; surface insights to improve partner engagement.
• Support Sophos’ continued inclusion on cyber insurer panels by ensuring consistent execution and operational excellence.
• Work cross-functionally to align advisory and incident response services with ecosystem needs and enable seamless delivery.
• Assist in capturing and sharing partner feedback with internal teams to influence roadmap priorities and service improvements.
• Maintain CRM hygiene and documentation to accurately reflect partner relationships and opportunity pipelines.
• Represent Sophos at industry events and partner meetings, enhancing our brand presence and deepening strategic relationships.

What You Will Bring

• 3–5+ years of experience in alliance management, channel sales, business development, or partner marketing within cybersecurity, insurance, or legal industries.
• Familiarity with the cyber insurance ecosystem, including common panel structures, breach response workflows, and decision-makers.
• Understanding of cybersecurity services such as MDR, IR, XDR, threat intelligence, and advisory consulting.
• Strong relationship-building skills with experience managing complex partner dynamics and driving joint outcomes.
• Excellent verbal and written communication skills, with the ability to convey value propositions to both technical and non-technical audiences.
• Self-starter with the ability to operate in a fast-paced, matrixed, and global organization.
• Highly organized with strong attention to detail and the ability to manage multiple projects simultaneously.
• Proficiency with CRM tools (e.g., Salesforce), Microsoft Office, and collaboration tools such as Teams or Zoom.
• Bachelor’s degree or equivalent experience required.
• Bonus: Experience working with insurance brokers or managing relationships with cyber insurers.