Senior Sales Engineer

About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response. Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats. Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

当社は、高い実績を誇るプリセールスチームに加わっていただける、意欲的で経験豊富なシニアセールスエンジニアを募集しています。この役職は、担当地域における戦略的リード顧客、既存顧客、チャネルパートナーに対し顧客の成功を支援し、収益拡大を加速する上で重要な役割を担います。 シニアテクニカルリーダーとして、ソリューション戦略を推進し、ビジネス価値の明確に伝え、経営幹部レベルの購買決定に影響を与えていただきます。ファイアウォール、MDR、EDR/XDR、リスク管理、インシデント対応といったサイバーセキュリティに関する確かな知識を活かし、技術的な対話を主導し、ソフォスを信頼できるアドバイザー、そして長期的な戦略的パートナーとして位置づけていただきます。 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.

Key Responsibilities - Customer Engagement & Technical Leadership

• エンタープライズおよび戦略的アカウントのシニアテクニカルアドバイザーとして、技術的な調査と適格性評価からソリューション設計、検証、そして技術的な勝利に至るまで、プリセールスライフサイクル全体を統括

• 複雑なセキュリティに関する議論を主導し、ビジネスリスクをSophosプラットフォームを活用した成果重視のアーキテクチャへ変換。特にMDR、XDR、ファイアウォール、インシデント対応準備、そして積極的なリスク低減に重点を置く

• 顧客のセキュリティ体制と成熟度評価を支援し、測定可能な改善点、脅威検知の成熟度、セキュリティ投資対効果を明確に提示

• 技術関係者から経営幹部に至るまで、あらゆるレベルのステークホルダーと強固な関係を構築・維持し、Sophosソリューションを長期的なセキュリティおよびビジネス目標に合致させる

• 経営幹部向けブリーフィング、ワークショップ、デモンストレーション、概念実証（POC）を主導し、Sophosソリューションに対する合意形成と技術的な信頼関係の構築を促進する

• 技術的な専門知識とビジネス感覚、戦略的洞察力をバランスよく活用することで、顧客の意思決定に影響を与える

• Act as the senior technical advisor for enterprise and strategic accounts, owning the full presales lifecycle, from technical discovery and qualification through solution design, validation and technical win
• Lead complex security discussions, translating business risk into outcome driven architectures using Sophos’ platform, with emphasis on MDR, XDR, Firewall, incident response readiness and proactive risk reduction
• Facilitate customer security posture and maturity assessments, clearly articulating measurable improvements, threat detection maturity and return on security investment
• ·Build and sustain strong relationships with technical stakeholders through to C-suite executives, aligning Sophos solutions to long term security and business objectives
• Lead executive briefings, workshops, demonstrations and proof of concepts (POCs) that accelerate consensus and technical confidence in Sophos solutions
• Influence customer decision making by balancing technical depth with commercial awareness and strategic insight.

Key Responsibilities - Channel & Partner Enablement

• パートナー、MSSP、ディストリビューターの技術力向上を支援し、共同エンタープライズ機会の創出を促進する

• 営業部門と連携し、エンタープライズ向け市場開拓計画を共同するなど、地域およびチャネル戦略へのインプットを提供する

• 高度なソリューションアーキテクチャ、入札支援、顧客対応の専門知識を提供することで、パートナー主導の取り組みを支援する

• Enable and influence partners, MSSPs and distributors to uplift technical capability and deliver joint enterprise opportunities
• Provide input into territory and channel strategy, collaborating with sales to co-develop enterprise focused go to market plans
• Support partner led engagements with advanced solution architecture, bid support and customer facing expertise

Key Responsibilities - Strategy & Collaboration

• 営業リーダーシップと連携しアカウントおよびテリトリー計画に貢献し、技術戦略と商業的優先事項の整合性を確保する

• フィールドインテリジェンスと顧客インサイトを製品管理およびマーケティング部門と共有し、ロードマップの方向性とメッセージングに影響を与える

• 業界および地域イベント、カンファレンス、戦略的顧客フォーラムにおいて、信頼できるセキュリティ専門家としてソフォスを代表する

• Contribute to account and territory planning alongside sales leadership, ensuring alignment between technical strategy and commercial priorities
• Share field intelligence and customer insights with Product Management and Marketing to influence roadmap direction and messaging
• Represent Sophos at industry and regional events, conferences and strategic customer forums as a credible security authority

Skills & Experience - Essential:

• サイバーセキュリティ分野におけるシニアプリセールス、セールスエンジニアリング、またはソリューションアーキテクトとしての8年以上の経験を有し、エンタープライズ環境での実績が証明できること

• 以下の分野における深い専門知識：

• MDR、EDR/XDR、SIEM/SOARプラットフォーム

• インシデント対応計画とフレームワーク

• リスク評価、エクスポージャー管理、軽減戦略

• ネットワークおよびエンドポイントセキュリティアーキテクチャ

• セキュリティ運用、脅威検知技術、マネージドセキュリティサービスの実務経験

• 脅威フレームワーク、セキュリティ基準、業界ベストプラクティス（例：MITRE ATT&CK、NIST、CIS）に関する確かな理解

• Windows、Linux、Active Directory、ID管理、ネットワークセキュリティ（L2～L7）に関する高度な技術知識

• エンドポイント、ファイアウォール、クラウド、SOCに特化したベンダーに対して、ソリューションを競争力あのある形で提案できる実績

• 技術担当者と経営幹部の両方に影響を与えることができる、卓越したコミュニケーション・プレゼンテーション能力

• ネイティブレベルの日本語能力

• 8+ years’ experience in a senior presales, sales engineering or solution architecture role within cybersecurity, with demonstrable success in enterprise environments
• Strong domain expertise across:
• MDR, EDR/XDR, and SIEM/SOAR platforms
• Incident response planning and frameworks
• Risk assessment, exposure management and mitigation strategies
• Network and endpoint security architectures
• Hands on experience with security operations, threat detection techniques, and managed security services
• Solid understanding of threat frameworks, security standards and industry best practices (e.g. MITRE ATT&CK, NIST, CIS)
• Technical depth across Windows, Linux, Active Directory, identity, and network security (L2–L7)
• Proven ability to position solutions competitively against endpoint, firewall, cloud, and SOC-focused vendors
• Exceptional communication and presentation skills, with the ability to influence both technical audiences and executive decision makers
• Native level Japanese fluency

Skills & Experience - Desirable

• 関連するサイバーセキュリティ認定資格（例：CISSP、CEH、GIAC、Microsoft Security、AWS Securityなど）

• サイバーセキュリティ評価、成熟度レビュー、または経営幹部向けリスクブリーフィングのサポートまたは実施経験

• プリセールスまたはコンサルティング環境における技術チームの指導またはリーダーシップ経験

• Relevant cybersecurity certifications (e.g., CISSP, CEH, GIAC, Microsoft Security, AWS Security and similar)
• Prior experience supporting or delivering cybersecurity assessments, maturity reviews, or executive-level risk briefings
• Prior experience mentoring or leading technical teams in a presales or consulting context

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