Country Manager
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Job Description
Country Manager for Sophos focusing on revenue growth across Brazil's SMB, Midmarket, and Enterprise segments. Leading a team to drive business performance through strategic customer engagement.
Responsibilities:
- Own the overall business performance for Brazil across SMB, Midmarket, and Enterprise
- Develop and execute the country strategy to accelerate growth, expand market presence, and increase revenue
- Lead the Brazil business with a strong emphasis on hunting, new logo acquisition, pipeline creation, and in-territory execution
- Translate regional priorities into a focused local action plan that drives customer engagement and revenue outcomes
- Serve as the senior commercial leader for Sophos in Brazil, representing the company with customers, partners, and key stakeholders
- Lead, coach, and develop a team of approximately 10 sales professionals across Brazil
- Build a high-performance culture centered on accountability, urgency, execution, and winning in the field
- Drive a strong hunting motion across the country, ensuring the team is actively prospecting, creating pipeline, and engaging target accounts
- Support the team in developing and advancing strategic opportunities across SMB, Midmarket, and Enterprise accounts
- Personally engage in key customer conversations, executive meetings, negotiations, and late-stage opportunities to help secure wins
- Ensure the team is highly visible in market and actively building relationships within assigned territories
- Work closely with Sophos’ channel ecosystem to drive revenue through partners
- Partner with distributors, resellers, MSPs, and other channel partners to support opportunity creation and customer success
- Ensure the sales team effectively collaborates with partners while maintaining strong ownership of customer engagement and in-territory sales execution
- Balance channel-first execution with a proactive field sales motion that creates demand and pulls partners into opportunities
- Help strengthen partner alignment while keeping the team focused on revenue generation and market penetration
- Own forecast accuracy, pipeline health, and business visibility for the Brazil region
- Run a disciplined sales operating cadence, including pipeline inspection, forecast reviews, territory planning, and performance management
- Use data and metrics to identify performance gaps, improve execution, and drive accountability
- Ensure resources, territory design, and account focus support both near-term results and long-term growth
- Continuously improve sales productivity, execution quality, and go-to-market effectiveness across the country
- Recruit, inspire, and develop a strong field sales organization capable of sustained growth
- Coach the team on deal strategy, territory planning, prospecting discipline, and executive selling
- Build a culture of ownership, resilience, and customer focus
- Recognize and reward top performance while addressing underperformance quickly and effectively
- Develop talent and bench strength to support future growth in Brazil
Requirements:
- 12+ years of sales leadership experience in cybersecurity, enterprise software, SaaS, or a related technology sector
- Proven success leading customer-facing field sales teams with responsibility for revenue delivery
- Strong experience in hunting, pipeline generation, new logo acquisition, and territory sales execution
- Experience leading across multiple segments, ideally SMB, Midmarket, and Enterprise
- Strong understanding of how to sell effectively in a channel-first model while maintaining direct ownership of customer engagement and revenue outcomes
- Demonstrated success coaching and developing high-performing sales teams
- Strong forecasting, pipeline management, and sales inspection discipline
- Executive presence and ability to influence senior customer and partner stakeholders
- Strong commercial and operational acumen
- Fluent in Portuguese and strong English
- Ability to travel within Brazil as required
Benefits:
- Sophos operates a remote-first working model
- 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
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