Hexnode hires Sophos veteran Ben Roberts to run UK channel sales

Hexnode has hired Ben Roberts as Sales Director for Channels and Alliances in the UK, pulling an 18-year cybersecurity channel veteran away from Sophos to lead a partner-led expansion it can't yet run on its own.

The appointment, announced 30 October, puts Roberts in charge of Hexnode's growing UK sales team, with revenue responsibility across both direct and partner-led business. His remit covers four areas: recruiting and supporting channel partners, building strategic alliances, winning new accounts, and developing existing customer relationships.

For a vendor at Hexnode's stage, that's a build job rather than a maintenance job — and Roberts drew that contrast himself.

"Having spent 18 years in the channel at a vendor where partner programmes were already mature, I see an opportunity here to help build that from a much earlier stage — and the ingredients are in place: a platform that brings endpoint management, security and identity together, a team that moves quickly, and a partner community that's ready to grow," Roberts said. "My focus is on giving UK resellers and MSPs clear plans, consistent support and a reason to lead with Hexnode."

What does Roberts bring to the role?

At Sophos, Roberts most recently served as Sales Manager – Channel, leading a team of senior channel account executives responsible for the company's UK value-added resellers (VARs — resellers who add services or configuration to the products they sell). Earlier roles spanned partner development, national strategic account management and sales leadership.

His background also includes joint go-to-market planning, new business development and account growth work with national resellers, managed service providers (MSPs — firms that run IT operations for clients under contract) and specialist partners. That's the exact partner mix Hexnode needs to reach in the UK mid-market and enterprise segments.

Tim Bell, Vice President of Sales for EMEA & APJ at Hexnode, said the hiring decision came down to relationships plus discipline.

"Ben brings something we were specifically looking for: deep relationships across the UK reseller and MSP community, and the discipline that comes from running channel sales in a mature partner organisation. He understands what it takes to build a partner's business, not just close a deal," Bell said.

Why is Hexnode leaning on the channel now?

Hexnode is the software division of Mitsogo, selling device management, user identity and endpoint security tools — Hexnode UEM, Hexnode XDR and Hexnode IdP — to customers in more than 130 countries. The UK appointment signals a shift: building an indirect sales structure alongside direct customer acquisition rather than relying on direct alone.

That tracks with the wider market. Software and cybersecurity vendors increasingly use reseller and MSP networks to extend coverage, especially in the UK mid-market and enterprise, where partner reach beats headcount. Channel leadership roles have grown in importance as vendors compete for partner attention, not just end-customer budgets.

The risk for Hexnode is execution: a platform play only works if resellers actually lead with it. Roberts's stated remedy — clear plans, consistent support, and a commercial reason for partners to prioritise Hexnode over larger rivals — is the standard test for any early-stage channel build, and UK resellers will judge it on delivery rather than the press release.