Senior Channel Account Executive (System Integrators)

About the Position

Senior Channel Account Executive (System Integrators)

Japan

Sales – Field Sales

Permanent

Remote

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.

Responsibilities

• 理想的なパートナー像および市場戦略に合致するパートナーを特定、審査、オンボーディングし、日本における新たなGSIおよびMSSPを獲得する

• 選定されたGSI/MSSPと共同で、共同販売活動、キャンペーン、パートナー主導のパイプライン創出を含む共同市場開拓（GTM）計画の策定・実行

• パートナーの日常業務の実行を推進する：機会登録、パイプラインの検証、予測データの入力、および社内チームやパートナーのステークホルダー間における障害の解消

• パートナーのパフォーマンス（パイプライン、受注、アタッチメント、リクルート進捗）を追跡・報告し、明確で実行可能な最新情報と次のステップを提示する

• Own partner plan for Japanese headquartered GSIs and MSSPs, including target account alignment, partner segmentation, and quarterly execution priorities

• Recruit net new GSIs and MSSPs in Japan by identifying, qualifying, and onboarding partners that align to our ideal partner profile and market strategy

• Develop and execute joint GTM plans with selected GSIs/MSSPs, including co-sell motions, campaigns, and partner-sourced pipeline generation

• Drive day-to-day partner execution: opportunity registration, pipeline inspection, forecasting inputs, and removal of blockers across internal teams and partner stakeholders

• Build and maintain senior relationships with partner sales and delivery leadership; serve as the primary point of coordination and escalation for Japan-based GSI/MSSP engagements

• Coordinate enablement and readiness (sales plays, certifications, solution alignment) so partners can position and deliver our solutions effectively in Japan

• Partner with Japan sales leadership, global service provider teams, product, and marketing to align messaging, offers, and execution support for partner-led opportunities

• Track and report partner performance (pipeline, bookings, attach, recruitment progress) with clear, action-oriented updates and next steps

Requirements

• サイバーセキュリティまたはエンタープライズテクノロジー分野における、チャネルセールス、アライアンス、またはパートナーマネジメントでの7年以上の経験

• 共同計画の構築やパートナー調達のパイプラインの提供など、調達、オンボーディング、活性化における実績

• 収益を重視した立場でGSIs、MSSPs、MSPs、または大規模ソリューションプロバイダーと連携した実務経験

• 優れたビジネスセンスと規律ある実行力：パイプライン管理、正確な予測、部門横断的な調整

• 日本国内および海外チームのステークホルダーと連携し、グローバルかつマトリックス型の環境で円滑に業務を遂行できること

• 流暢な日本語必須；ビジネスレベルの英語力が望ましい

• 学士号必須；同等の実務経験も考慮；修士号以上は尚可

Nice to Have

• Strong understanding of cybersecurity solutions and services such as MDR, EDR/XDR, managed security services, identity, and cloud security

• Advanced degree

We Offer

• Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach.

• 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

About the Company

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.

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.