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sophos

Senior Channel Account Executive (System Integrators)

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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.

当社は、日本を拠点とするグローバル・システム・インテグレーター（GSI）およびマネージド・セキュリティ・サービス・プロバイダー（MSSP）を通じて売上とパイプラインを拡大するとともに、新規GSIおよびMSSPを開拓し、日本におけるパートナーエコシステムを拡充していただく「GSIおよびMSSPチャネル・アカウント・エグゼクティブ（日本）」を募集しています。

グローバルバイスプレジデント(チャネルMSPセールス担当) 直属となるこの日本拠点のポジションは、特定の戦略的パートナーとのパートナーシップ構築、共同事業計画の策定実施を担当し、GSIおよびMSSPの活動を通じて日本全土で測定可能なパイプライン、受注、およびサービス提供の拡大を実現する責任を負います。

この役割には、自発的に行動し、新たな機会を切り開き、経営幹部との関係を構築し、一貫性と責任感を持ってパートナー主導の市場開拓（GTM）を推進できる自発的な人材が求められます。

We are seeking a GSI and MSSP Channel Account Executive – Japan to grow revenue and pipeline through Japanese headquartered Global System Integrators (GSIs) and Managed Security Service Providers (MSSPs), while recruiting net new GSIs and MSSPs to expand our partner ecosystem in Japan.

Reporting to the Global Vice President, Channel MSP Sales , this Japan-based role is accountable for partner recruitment, joint business planning, and execution with a defined set of strategic partners—ensuring GSI and MSSP activity drives measurable pipeline, bookings, and services attach across Japan.

This role requires a self-starter who can open doors, build executive relationships, and drive partner-led GTM execution with consistency and accountability.

What You Will Do

  • 日本国内に本社を置くGSIおよびMSSP向けのパートナー計画を主導し、ターゲットアカウントの選定、パートナーのセグメンテーション、四半期ごとの実行優先事項を設定する

  • 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

  • パートナーの営業およびデリバリー部門のリーダー層とのシニアレベルでの関係を構築・維持し、日本拠点のGSI／MSSPとの連携における主要な調整・エスカレーション窓口を務める

  • パートナーが日本市場において当社のソリューションを効果的に提案、提供できるよう、エンパワーメントおよび準備体制（セールスプレイ、認証、ソリューションの整合性）を調整する

  • パートナー主導の案件に対し、メッセージング、オファー、実行支援を整合させるため、日本の営業リーダーシップ、グローバルサービスプロバイダーチーム、製品部門、マーケティング部門と連携する

  • 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

What You Will Bring

  • 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

  • MDR、EDR/XDR、マネージドセキュリティサービス、アイデンティティ、クラウドセキュリティなどのサイバーセキュリティソリューションおよびサービスに関する深い理解

  • 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

  • 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

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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. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.
· 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

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