The Senior Director, EMEA Renewals leads renewals strategy in EMEA, ensuring customer retention and growth, managing teams, and collaborating with sales leadership.
About Us
Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other every day and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.
Role Summary
At Sophos, we protect people from cybercrime by developing powerful and intuitive products and services that provide the world's most effective cybersecurity for organizations of any size.
The Sophos Global Renewals team is dedicated to ensuring every customer realizes the value they receive by renewing and expanding our business partnership.
As the Senior Director, EMEA Renewals, you will be accountable for the entire Renewals revenue for EMEA, and will lead teams of Renewal Account Managers, Renewals Specialists, and their managers to achieve and exceed renewal rate and ACV business targets for the theater. Reporting to the Vice President, Global Renewals, you will be the leader in ensuring the ongoing retention and growth of our customer base across EMEA. You will be responsible for ensuring enablement, support, coaching and accountability of the team, accurately forecasting the theater business to leadership, partnering with the new business sales leadership to ensure a valuable customer experience, and being part of the global renewals leadership team.
Your team will work collaboratively with the new business sales team, ensuring that together we are ensuring all customers realize the value of both the Sophos solutions and our partnership by renewing and expanding that business relationship. Your team will work closely with partners and distributors in the execution of the business and will collaborate with internal stakeholders and partners.
What You Will Do:
- EMEA Leadership: Inspire and lead your organization to excellence through achievement by providing a cohesive strategy and plan, guidance, coaching, and driving accountability to achieving business targets.
- Strategic Planning: You will collaborate with new business sales leadership to ensure a coordinated strategic sales plan is being defined and executed, and that the customer experience is enhanced through that partnership.
- Retention: Drive retention by leading the execution of identification of renewal risk and partnering with customer success and channel teams to identify and mitigate that risk, leading to maximizing renewal rates.
- Expansion: Through the course of managing contract renewals, identify upsell, cross-sell and expansion opportunities within the existing customer base.
- Customer and Partner Engagement: Foster strong relationships with key customers, partners, and distributors, ensuring their satisfaction and addressing any concerns promptly.
- Performance Metrics: Track key performance metrics, analyzing data to make data-driven decisions and optimize the renewals process and drive rep productivity.
- Forecasting and Planning: Ensure accurate revenue forecasts and budgets for the renewal sales team, aligning with company objectives and the delivery of accurate and timely forecasts by the team for escalation reporting.
- Market Intelligence: Stay updated on industry trends, competitors, and customer needs to offer localize insights to global MI, including specific focus on trends regarding renewal best practices.
- Process Improvement: Continuously evaluate and improve renewals processes to enhance efficiency and customer experience. Assist in developing automation plans that will improve the renewal process.
- Recruit and develop high performing teams and mentor the management team to follow best practice in this regard.
- Manage the performance of your management team through individual learning plans, performance feedback and career development.
- Handle performance issues timely and appropriately ensuring to partner with the right internal resources to support areas of underperformance, including identifying leading indicators to potential performance problems.
- Retain, through effective recognition and career development processes, highly effective teams, developing succession planning and cover on an ongoing basis and for future headcount planning.
What You Will Bring:
- Highly motivated and have a burning desire to lead an organization to overachievement of business targets, inspire innovation, and create a culture that drives employee engagement and passion.
- Humble, with a demonstrated willingness to inspire by putting team above self, sharing credit and acknowledging others, and celebrating team achievements
- An excellent communicator and collaborator, able to motivate and inspire others by simplifying the complex
- Degree in business, sales or marketing, or a related field; or relevant work experience.
- Proven track record of overachievement in leading a consultative and matrixed selling environment.
- Demonstrated success managing and growing renewals or sales organizations with a heavy focus on renewal rates and recurring revenue / ARR.
- Strong understanding of subscription-based business models.
- Previous and proven leadership experience, including second line management experience.
- Excellent communication and negotiation skills.
- Languages are a plus, English – written and verbal – fluent; and another language would be beneficial
- Analytical mindset with the ability to use data to drive decision-making.
- Experience in cybersecurity is a plus.
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. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos
Top Skills
Cybersecurity
SaaS
Subscription-Based Business Models
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