Senior Channel Account Executive 1

Japan Sales 6 Field Sales / Remote About Us Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos9 complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other every day and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com. Role Summary A heavily proactive role working within a Channel team that needs to grow its business byrecruiting,qualifyingand on-boarding of new partners to drive net-new and cross-sell revenue. This incumbent will be reporting to the Director, Channel Sales. If you have more than 5 years of sales experience in the IT industry, no security experience is required.

What You Will Do

• Maintain relationship with existing platinum and named partners and work with them to ensure business retention and develop business growth through cross sell and new business acquisition
• Proactivelyidentify, qualify, recruit, on-board and train new named partners through various methods and work with them to generate new business and increase their Sophos mindshare
• Direct end user coverage to expand business with existing and potential customers with sizeable opportunities
• Responsible forvalidatingand approving deal registrations for named partners
• Follow up leads and partner data proactively tomaximisenew business potential
• Accountmanagepartners via phone, email and on-site visits whererequiredto ensure they receive an excellent service
• Engage with all Sophos internal resource to ensure that partners are enabled to sell Sophos products and support their customers
• Negotiate with (and through) partners in competitive situations to ensure that Sophos is the preferred vendor
• Provide information, arrangetrainingand coach Partners to ensure that they are trained to use Sophos systems and tools (Partner Portal9etc)
• Identifyand classify all partners within the CRM system to allow targeted marketing communications
• Drive a high renewal rate through the partners customers through ensuring partners focus on their renewals andidentifycross-sell opportunities within larger renewals, contacting the customer directly where necessary
• Identifyandutiliseall relevant internal Sophos resources, escalating where necessary and managing the communication process ensuring the partner is kept informed
• Adherence to CRM (Salesforce), businesssystems

nd activity management standards, ensuring all activity is logged and accurately updated

• Develop and maintain detailed knowledge of Sophos products, services

nd also t of Sophos competitors to a high standard.

• Works with partners to meet individual and country target
• Responsible for accepting and placing orders for named partners
• Responsible for orchestrating between customers/partners and Sophos internal resources in technical support cases and conflict management.

What You Will Bring

• Telephone sales
• Working with spreadsheets and other business tools
• Working towards a sales target
• Building mutually beneficial business relationships
• Working with a high volume of customers or resellers
• Proactive outbound calling inefore roles
• Strong communication skills - verbal and written
• Native Japanese level fluency
• Influencing
• Quickly learns adopts new approaches techniques
• Handling multiple priorities effectively
• Teamwork
• Conflict handling
• Presentation skills
• Negotiation
• Travel partner site customers required
• Restricted holiday March month end

B2 #LI Remote