Senior Manager, Channel Sales

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 . Role Summary チャネルセールス担当シニアマネージャーは、担当地域におけるすべてのチャネルセールス活動を管理・支援し、収益性の高い売上成長を推進する責任を負います。これには、販売代理店やその他の主要なチャネルパートナーを通じた販売の統括が含まれます。 この役職では、多様な専門分野にわたるチャネルセールスのプロフェッショナルチームを率い、パートナーエコシステム全体において効果的なエンパワーメント、連携、およびパフォーマンスを確保します。戦略的パートナーと緊密に連携し、市場投入戦略の策定と実行、パートナーとの関与の最適化、そして地域全体の収益機会の最大化に取り組みます。 The Senior Manager, Channel Sales is responsible for driving profitable revenue growth by managing and supporting all channel sales activities within the assigned region. This includes overseeing sales through distributors and other key channel partners. In this role, you will lead a team of diverse, multi-disciplinary channel sales professionals, ensuring effective enablement, alignment, and performance across the partner ecosystem. You will work closely with strategic partners to develop and execute go-to-market strategies, optimize partner engagement, and maximize revenue opportunities throughout the region. What You Will Do 販売代理店アカウント管理およびチャネルセールス 担当地域全体の販売代理店パートナーとの戦略的かつ効率的な事業計画策定を主導する。 販売代理店へのリベート実績向上を推進し、明確なKPI追跡に基づく四半期ごとの事業レビューを確実に行う。 Sophosのチャネルプログラム、プロモーション、および販売 促進活動を支援し、実行する。 販売代理店パートナーとの強力な部門横断的な関係を構築し、新規事業機会の特定と拡大、契約更新率の向上、クロスセル活動の支援を行う。 パートナーイベントにおいてソフォスを代表し、必要に応じてプレゼンテーションを行う。 ソフォスと社内チーム（営業、マーケティング、サポート、オペレーションなど）との連絡役を務め、パートナーの円滑な業務運営を確保する。 パートナー間の紛争を解決し、すべての販売代理店との連携における業務効率を向上させる。 地域におけるパートナーの採用、育成、およびパイプライン／収益予測を主導する。 チームリーダーシップおよびパフォーマンス管理 定期的な1対1の面談、建設的なフィードバック、成果の評価を通じて、チームおよび個人のパフォーマンス向上を推進する。 社印の営業実績、KPI、および地域事業計画の成果を監督する。 トップパフォーマーを特定し報奨を与える。業績不振の社員には積極的に管理を行う。 年2回の正式な業績評価および継続的な人材評価を実施する。 チーム体制がビジネスニーズを支えるよう確保し、単一障害点を最小限に抑える。 報酬決定における公平性を維持し、透明性のあるタイムリーなコミュニケーションを確保する。 チーム内の対立を解決し、部門間の連携を促進する。 コーチング、研修、後継者育成計画を通じて、スタッフの能力開発を支援する。 採用およびオンボーディングを管理し、タイムリーかつ質の高い人材の採用を図る。 Distribution Account Management & Channel Sales Lead strategic and operational business planning with distribution partners across the region. Drive distribution rebate performance and ensure quarterly business reviews with clear KPI tracking Support and execute Sophos channel programs, promotions, and sales initiatives. Build strong cross-functional relationships within distribution partners to identify and grow new business opportunities, increase renewals, and support cross- sell initiatives. Represent Sophos at partner events and deliver presentations as needed Act as a liaison between Sophos and internal teams (e.g., Sales, Marketing, Support, Ops) to ensure seamless partner operations. Resolve partner conflicts and drive operational efficiency across all distributor engagements. Lead partner recruitment, enablement, and pipeline/revenue forecasting for the region. Team Leadership & Performance Management Drive team and individual performance through regular 1:1s, constructive feedback, and recognition of achievements. Oversee staff sales performance, KPIs, and regional business planning outcomes. Identify and reward top performers; proactively manage underperformance. Conduct formal biannual performance reviews and ongoing talent assessments. Ensure team structure supports business needs, minimizing single points of failure. Maintain fairness in compensation decisions and ensure transparent, timely communication. Resolve team conflicts and foster collaboration across departments. Support staff development through coaching, training, and succession planning. Manage recruitment and onboarding to ensure timely , high-quality hires. What You Will Bring サイバーセキュリティ／ITソフトウェア分野におけるチャネルビジネスにおいて最低５年以上のリーダーシップ経験 。 日本におけるチャネルセールス、流通、およびパートナーエコシステムの管理において実績があること 。 日本のITおよびサイバーセキュリティ市場に対する深い理解 。 地域市場開拓および事業開発イニシアチブの戦略的策定と実行 。 チャネルパートナーや販売代理店を通じて収益成長を牽引した実績 。 パートナーの事業レビュー、予測、および業績分析の実施に長けていること 。 優れた関係構築能力およびステークホルダー管理能力（社内外） チャネルプログラムの展開、パートナー支援、プロモーションキャンペーンの経験 。 高パフォーマンスを発揮する部門横断型チームの管理・育成能力 。 経営幹部レベルでの紛争解決、交渉、および影響力発揮能力に長けていること 。 日本語およびビジネスレベルの英語（読み書き・会話）に堪能であること。 優れた分析力、プレゼンテーション能力、報告能力 。 文化的理解に富み、マトリックス型かつ多国籍な環境での業務に長けていること 。 Minimally 5 years of leadership experience, specifically in channel business for cybersecurity/IT software sector. Proven success in managing channel sales, distribution, and partner ecosystems in Japan Strong understanding of the Japanese IT and cybersecurity market Strategic planning and execution of regional go-to-market and business development initiatives Demonstrated ability to drive revenue growth through channel partners and distributors Skilled in conducting partner business reviews, forecasting, and performance analysis Excellent relationship-building and stakeholder management skills (internal and external) Experience with channel program rollout, partner enablement, and promotional campaigns Ability to manage and develop a high-performing, cross-functional team Proficiency in conflict resolution, negotiation, and influencing at executive levels Fluent in Japanese and Business Level English (written and spoken) Strong analytical, presentation, and reporting skills Culturally aware and adept at working in a matrixed, multinational environment #B2 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