Senior Channel Account Executive 2

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, Sophos’ 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

新規パートナーの獲得、資格審査、オンボーディングを通じて新規顧客獲得とクロスセルによる収益拡大を目指すチャネルチームの一員として、積極的な役割を担っていただきます。このポジションはチャネルセールス担当ディレクター直属となります。IT業界で5年以上の営業経験をお持ちの方であれば、セキュリティ関連の経験は不要です。

A heavily proactive role working within a Channel team that needs to grow its business by recruiting, qualifying and 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 10 years of sales experience in the IT industry, no security experience is required.

What You Will Do

• 既存のプラチナパートナーおよび指名パートナーとの関係を維持し、クロスセルや新規顧客獲得を通じて既存顧客の維持と事業成長を促進する

• 様々な手法で新規指定パートナーを積極的に発掘・選定・採用・オンボーディング・育成し、新規事業の創出とソフォスの認知度向上に取り組む

• 既存顧客および潜在顧客に対し、エンドユーザーへの直接的なアプローチを行い、大きなビジネスチャンスのある顧客とのビジネス拡大を図る

• 指名パートナーの取引登録の検証と承認を担当する

• リードおよびパートナーデータを積極的にフォローアップし、新規ビジネスの可能性を最大限に引き出す

• 電話、メール、必要に応じてオンサイト訪問を通じてパートナーのアカウント管理を行い、優れたサービスを提供する

• パートナーがソフォス製品を販売し、顧客サポートできるよう、ソフォスの社内リソースと連携する

• 競合状況においてパートナーと（またはパートナーを通じて）交渉し、ソフォスが優先ベンダーとなるよう努める

• パートナーがソフォスのシステムとツール（パートナーポータル等）を活用できるよう、情報提供、トレーニング手配、コーチングを行う

• CRMシステム内で全てのパートナーを特定・分類し、ターゲットを絞ったマーケティングコミュニケーションを可能にする

• パートナーが顧客の更新に注力し、大規模な更新案件におけるクロスセル機会を特定できるよう支援することで、パートナーの顧客を通じて高い更新率を実現する。必要に応じて顧客に直接連絡を取る。

• 関連するSophos社内リソースをすべて特定して活用し、必要に応じてエスカレーションを行い、パートナーに常に最新情報を提供できるようコミュニケーションプロセスを管理する

• CRM（Salesforce）、業務システム、活動管理基準を遵守し、全活動が記録され、正確に更新されるようにする

• Sophos製品・サービスおよび競合他社の製品に関する詳細な知識を高い水準で習得し、維持する

• パートナーと連携し、個別および国別の目標達成を図る

• 指定パートナーからの注文受付および発注の責任を負う

• テクニカルサポート案件および紛争管理において、顧客/パートナーとソフォス社内リソース間の調整を担当する

• 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 

• Proactively identify, 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 for validating and approving deal registrations for named partners 

• Follow up leads and partner data proactively to maximise new business potential 

• Account manage partners via phone, email and on-site visits where required to 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, arrange training and coach Partners to ensure that they are trained to use Sophos systems and tools (Partner Portal etc) 

• Identify and classify all partners within the CRM system to allow targeted marketing communications 

• Drive a high renewal rate through the partner’s customers through ensuring partners focus on their renewals and identify cross-sell opportunities within larger renewals, contacting the customer directly where necessary 

• Identify and utilise all relevant internal Sophos resources, escalating where necessary and managing the communication process ensuring the partner is kept informed  

• Adherence to CRM (Salesforce), business systems and activity management standards, ensuring all activity is logged and accurately updated  

• Develop and maintain detailed knowledge of Sophos products, services and also that 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

• IT業界での5年以上の営業経験があれば、セキュリティ分野の経験は不要です。

• 電話営業

• エクセルやその他のビジネスツールの仕様経験

• 営業目標達成に向けた取り組み

• 相互に有益なビジネス関係の構築

• 多数の顧客や再販業者との取引経験

• 過去の職務における積極的なアウトバウンドコール経験

• 優れたコミュニケーション能力（口頭・書面）

• 日本語ネイティブレベルの流暢さ

• 影響力

•  新しい手法や技術を迅速に習得・適応する能力

• 複数の優先事項を効果的に処理する能力

• チームワーク

• 対立処理

• プレゼンテーション能力

• 交渉力

• パートナー企業や顧客先への出張あり

• 3月と月末の休暇取得の制限

• 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 in previous roles 

• Strong communication skills – verbal and written  

• Native Japanese level fluency

• Influencing  

• Quickly learns and adopts new approaches and techniques 

• Handling multiple priorities effectively 

• Teamwork 

• Conflict handling 

• Presentation skills 

• Negotiation 

• Travel to partner site and customers required  

• Restricted holiday in March and month end

 

#B2

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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