Senior Manager, Channel Sales

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

📋 Description

• Lead the strategic and operational business planning with distribution partners throughout the region.

• Enhance distribution rebate performance and ensure quarterly business reviews with precise KPI tracking.

• Assist in executing Sophos channel programs, promotions, and sales initiatives.

• Cultivate strong cross-functional relationships with distribution partners to identify and expand new business opportunities, boost renewals, and support cross-sell initiatives.

• Represent Sophos at partner events and deliver presentations as required.

• Serve as a liaison between Sophos and internal teams (e.g., Sales, Marketing, Support, Ops) to guarantee smooth partner operations.

• Resolve partner conflicts and promote operational efficiency across all distributor interactions.

• Lead partner recruitment, enablement, and pipeline/revenue forecasting for the region.

• Foster team and individual performance through regular one-on-ones, constructive feedback, and acknowledgment of accomplishments.

• Oversee staff sales performance, KPIs, and the outcomes of regional business planning.

• Identify and reward top performers while proactively addressing underperformance.

• Conduct formal biannual performance evaluations and ongoing talent assessments.

• Ensure team structure aligns with business needs, minimizing single points of failure.

• Maintain equity in compensation decisions and ensure clear, timely communication.

• Address team conflicts and encourage collaboration across departments.

• Support staff development through coaching, training, and succession planning.

• Manage recruitment and onboarding processes to ensure timely and high-quality hires.

⛳️ Requirements

• A minimum of 5 years of leadership experience, specifically in channel business within the cybersecurity/IT software sector.

• Proven track record in managing channel sales, distribution, and partner ecosystems in Japan.

• Strong comprehension of the Japanese IT and cybersecurity market.

• Strategic planning and execution of regional go-to-market and business development strategies.

• Demonstrated ability to drive revenue growth through channel partners and distributors.

• Proficient in conducting partner business reviews, forecasting, and performance analysis.

• Excellent skills in relationship-building and stakeholder management (both internal and external).

• Experience with channel program implementation, partner enablement, and promotional campaigns.

• Ability to manage and develop a high-performing, cross-functional team.

• Expertise in conflict resolution, negotiation, and influencing at executive levels.

• Fluent in Japanese and possess Business Level English proficiency (written and spoken).

• Strong analytical, presentation, and reporting capabilities.

• Culturally aware and skilled in working within a matrixed, multinational environment.

🏝️ Benefits

• Sophos operates a remote-first working model, making remote work the primary option for the majority of employees.

• Employee-led diversity and inclusion networks that foster community and provide education and advocacy.

• Annual charity and fundraising initiatives and volunteer days for employees to engage with local communities.

• Global employee sustainability initiatives aimed at reducing our environmental footprint.

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

• Global wellbeing days for employees to unwind and recharge.

• Monthly wellbeing webinars and training to support employee health and wellbeing.