Senior Channel Account Executive – Japan

This is a fully remote position, open to applicants in Japan.

📋 Description

• Take ownership of the partner strategy for Japanese-based GSIs and MSSPs, focusing on target account alignment, partner segmentation, and quarterly execution priorities.

• Identify, qualify, and onboard new GSIs and MSSPs in Japan that fit our ideal partner profile and market strategy.

• Create and implement joint go-to-market (GTM) strategies with selected GSIs/MSSPs, which include co-selling initiatives, campaigns, and generating partner-sourced pipeline.

• Oversee daily partner operations: opportunity registration, pipeline analysis, forecasting inputs, and addressing obstacles with internal teams and partner stakeholders.

• Establish and nurture senior-level relationships with partner sales and delivery leadership; act as the main point of coordination and escalation for GSI/MSSP activities in Japan.

• Coordinate training and readiness efforts (sales plays, certifications, solution alignment) to ensure partners can effectively position and deliver our solutions in Japan.

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

• Monitor and report on partner performance metrics (pipeline, bookings, attach rates, recruitment progress) with actionable updates and next steps.

⛳️ Requirements

• Over 7 years of experience in channel sales, alliances, or partner management within the cybersecurity or enterprise technology sectors.

• Demonstrated success in recruiting, onboarding, and activating partners, including developing joint plans and facilitating partner-sourced pipeline.

• Practical experience engaging with GSIs, MSSPs, MSPs, or major solution providers in a revenue-driven context.

• Solid understanding of cybersecurity solutions and services, including MDR, EDR/XDR, managed security services, identity, and cloud security.

• Strong business insight and disciplined execution in areas like pipeline management, forecasting accuracy, and cross-functional collaboration.

• Ability to work effectively in a global, matrixed organization with stakeholders both in Japan and internationally.

• Fluency in Japanese is required; business-level proficiency in English is preferred.

• A bachelor’s degree is required; equivalent experience will be considered, and an advanced degree is a plus.

🏝️ Benefits

• Sophos follows a remote-first working model, prioritizing remote work for the majority of employees, though some roles may require a hybrid approach.

• Our culture fosters innovation and creativity, all while maintaining a great sense of fun and teamwork.

• Employee-led diversity and inclusion networks that create community and promote education and advocacy.

• Annual charity and fundraising events, along with volunteer days for employees to contribute to local communities.

• Global employee sustainability initiatives aimed at minimizing our environmental impact.

• International fitness and trivia competitions to keep our bodies and minds active.

• Global well-being days for employees to unwind and recharge.

• Monthly well-being webinars and training sessions to support employee health and wellness.