We are seeking a GSI and MSSP Channel Account Executive – Japan to grow revenue and pipeline through Japanese headquartered Global System Integrators (GSIs) and Managed Security Service Providers (MSSPs), while recruiting net new GSIs and MSSPs to expand our partner ecosystem in Japan.
Reporting to the Global Vice President, Channel MSP Sales , this Japan-based role is accountable for partner recruitment, joint business planning, and execution with a defined set of strategic partners—ensuring GSI and MSSP activity drives measurable pipeline, bookings, and services attach across Japan.
This role requires a self-starter who can open doors, build executive relationships, and drive partner-led GTM execution with consistency and accountability.
What You Will Do
Own partner plan for Japanese headquartered GSIs and MSSPs, including target account alignment, partner segmentation, and quarterly execution priorities
Recruit net new GSIs and MSSPs in Japan by identifying, qualifying, and onboarding partners that align to our ideal partner profile and market strategy
Develop and execute joint GTM plans with selected GSIs/MSSPs, including co-sell motions, campaigns, and partner-sourced pipeline generation
Drive day-to-day partner execution: opportunity registration, pipeline inspection, forecasting inputs, and removal of blockers across internal teams and partner stakeholders
Build and maintain senior relationships with partner sales and delivery leadership; serve as the primary point of coordination and escalation for Japan-based GSI/MSSP engagements
Coordinate enablement and readiness (sales plays, certifications, solution alignment) so partners can position and deliver our solutions effectively in Japan
Partner with Japan sales leadership, global service provider teams, product, and marketing to align messaging, offers, and execution support for partner-led opportunities
Track and report partner performance (pipeline, bookings, attach, recruitment progress) with clear, action-oriented updates and next steps
What You Will Bring
7+ years of experience in channel sales, alliances, or partner management within cybersecurity or enterprise technology
Proven ability to recruit, onboard, and activate partners, including building joint plans and delivering partner-sourced pipeline
Hands-on experience working with GSIs, MSSPs, MSPs, or large solution providers in a revenue-focused capacity
Strong understanding of cybersecurity solutions and services such as MDR, EDR/XDR, managed security services, identity, and cloud security
Strong business acumen and disciplined execution: pipeline management, forecasting hygiene, and cross-functional coordination
Comfortable operating in a global, matrixed environment with stakeholders across Japan and international teams
Fluent Japanese required; business-level English preferred
Bachelor’s degree required; equivalent experience considered; advanced degree a plus
What We Do
Cybersecurity Evolved. As a worldwide leader in next-generation cybersecurity, Sophos protects nearly 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs – a global threat intelligence and data science team – Sophos’ cloud-native and AI-enhanced solutions secure endpoints (laptops, servers and mobile devices) and networks against evolving cybercriminal tactics and techniques, including automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.
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