Senior Channel Account Executive – Japan

🕒 May 6

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Sophos

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1985

🔒 Cybersecurity

☁️ SaaS

💰 Post-IPO Equity on 2021-08

Cybersecurity • SaaS

Sophos is a leading cybersecurity company that specializes in protecting businesses against advanced cyber threats. The company offers a comprehensive suite of security solutions, including endpoint protection, managed detection and response (MDR), network security, and cloud security. With a prevention-first approach, Sophos aims to stop ransomware and other cyber threats before they cause harm. Sophos provides services such as threat research, security training, and operational support to ensure robust defense against cyberattacks. Their solutions cater to various industries including finance, healthcare, government, manufacturing, and retail. The Sophos Central platform delivers centralized security management, integrating seamlessly with existing IT infrastructure to enhance security posture.

📋 Description

• 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

• 7+ years of experience in channel sales, alliances, or partner management within cybersecurity or enterprise technology • Proven ability to recruit, onboard, and activate partners, including building joint plans and delivering partner-sourced pipeline • Hands-on experience working with GSIs, MSSPs, MSPs, or large solution providers in a revenue-focused capacity • Strong understanding of cybersecurity solutions and services such as MDR, EDR/XDR, managed security services, identity, and cloud security • Strong business acumen and disciplined execution: pipeline management, forecasting hygiene, and cross-functional coordination • Comfortable operating in a global, matrixed environment with stakeholders across Japan and international teams • Fluent Japanese required; business-level English preferred • Bachelor’s degree required; equivalent experience considered; advanced degree a plus

🏖️ Benefits

• 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