About Us Role Summary We are seeking a dynamic and experienced Senior Sales Engineer to join our high-performing presales team. This role will be instrumental in enabling customer success and accelerating revenue across a defined regional territory of strategic prospects, existing customers, and channel partners. As a senior technical leader, you will drive solution strategy, articulate business value, and influence executive-level buying decisions. With a strong foundation in cybersecurity, including Firewall, MDR, EDR/XDR, risk management, and incident response, you will lead technical conversations and position Sophos as a trusted advisor and long-term strategic partner. What you will do Help sales to sell more and increase the company's revenue by utilising their technical sales skills to convince prospects to purchase Sophos solutions. Present technical topics to channel partners. Build relationships with channel partners. Support the sales channel to qualify sales opportunities in conjunction with each other to accurately determine product fit, size and probability of success. Conduct product and company presentations and demos to prospects, channel partners and reviewers with the goal of getting them to buy, sell or recommend Sophos solutions. Conduct in-depth needs analysis (via phone, email or in person) with prospect or partner technical staff to determine technical requirements and specifications of solution in line with Sophos best practices. Collect and aggregate prospect and partner feedback, feeding into Product Management and other teams to better direct product development to meet market demand. Assist partner technical staff in high-level design and architecture of prospect solutions based on appropriate sizing and resiliency guidelines. Address high volume of partner questions and requirements in a quality-driven, comprehensive manner to ensure prospect satisfaction Solutions will come from personal knowledge/experience, co-workers, and knowledge systems. Assist inside and partner sales force in the close of large opportunities by demonstrating the technical fit of Sophos solutions. Assist and manage frequent technical evaluations by working with partners through proof of concept testing and implementation, with the goal of a strong recommendation to purchase Sophos products. Occasional internal product training for sales staff, SE team, and other organisational teams Developing and delivering custom training for prospects/customers and partners on an as-needed basis to supplement other training staff. Influence technical and non-technical buyers to prefer Sophos products Achieve and maintain technical expert and sales expert certifications across the entire product line. Provide technical support to a customer after sales occasionally. Willingness to travel within Japan to support sales opportunities, partner training and technical support, internationally for conferences and training. Travel on short notice What you will bring Essential 5-6 years of working experience as a Sales Engineer MDR/XDR experience. Experience in technical pre-sales support with networking devices like firewalls, proxies, VPN gateways, UTMs, Endpoint Security, Encryption, and Mobile/Wireless. Good technical expertise in architecture components in design solutions (network design, routing, switching, etc.) Good technical expertise in networking and endpoint-associated components Excellent competitive technical understanding of major competitors Experience working with and supporting channel partners Experience working with mail and directory service environments (Exchange, AD, eDir, RADIUS) Desirable Systems administration experience (Windows/Linux/MacOS Good technical expertise of cryptography systems (encryption, signature, certificates, smartcards/tokens, etc. Experiences in the design of wireless networks Experience working and supporting SMB and Enterprise customers Experience working with and supporting channel partners AB1 LI-Remote B2 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 We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.