Senior Manager, Channel Sales

About UsSophos 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 SummaryThe 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 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 trackingSupport 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 neededAct 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 ManagementDrive 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 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 JapanStrong understanding of the Japanese IT and cybersecurity marketStrategic planning and execution of regional go-to-market and business development initiativesDemonstrated ability to drive revenue growth through channel partners and distributorsSkilled in conducting partner business reviews, forecasting, and performance analysisExcellent relationship-building and stakeholder management skills (internal and external)Experience with channel program rollout, partner enablement, and promotional campaignsAbility to manage and develop a high-performing, cross-functional teamProficiency in conflict resolution, negotiation, and influencing at executive levelsFluent in Japanese and Business Level English (written and spoken)Strong analytical, presentation, and reporting skillsCulturally aware and adept at working in a matrixed, multinational environment#B2Ready 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