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, Sophosâ 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
The 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 tracking
Support 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 needed
Act 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 Management
Drive 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 Japan
Strong understanding of the Japanese IT and cybersecurity market
Strategic planning and execution of regional go-to-market and business development initiatives
Demonstrated ability to drive revenue growth through channel partners and distributors
Skilled in conducting partner business reviews, forecasting, and performance analysis
Excellent relationship-building and stakeholder management skills (internal and external)
Experience with channel program rollout, partner enablement, and promotional campaigns
Ability to manage and develop a high-performing, cross-functional team
Proficiency in conflict resolution, negotiation, and influencing at executive levels
Fluent in Japanese and Business Level English (written and spoken)
Strong analytical, presentation, and reporting skills
Culturally 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 and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back â 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 â 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 wellbeingOur Commitment To YouWeâre proud of the diverse and inclusive environment we have at Sophos, and weâre 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 ProtectionIf 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 Sophosâ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos
Apply Now
Role Summary
The 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 tracking
Support 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 needed
Act 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 Management
Drive 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 Japan
Strong understanding of the Japanese IT and cybersecurity market
Strategic planning and execution of regional go-to-market and business development initiatives
Demonstrated ability to drive revenue growth through channel partners and distributors
Skilled in conducting partner business reviews, forecasting, and performance analysis
Excellent relationship-building and stakeholder management skills (internal and external)
Experience with channel program rollout, partner enablement, and promotional campaigns
Ability to manage and develop a high-performing, cross-functional team
Proficiency in conflict resolution, negotiation, and influencing at executive levels
Fluent in Japanese and Business Level English (written and spoken)
Strong analytical, presentation, and reporting skills
Culturally 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 and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back â 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 â 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 wellbeingOur Commitment To YouWeâre proud of the diverse and inclusive environment we have at Sophos, and weâre 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 ProtectionIf 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 Sophosâ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos
Apply Now