Country Manager Brazil

While Sophos is a 100% channel-first company, this is not a purely channel-management role. The Country Manager will lead a customer-facing, in-territory sales team responsible for identifying opportunities, building executive relationships, creating demand, and winning business in partnership with the channel. Success in this role will come from strong field execution, disciplined sales leadership, and the ability to work closely with partners to bring Sophos solutions to market and accelerate revenue.

This role requires a leader who can combine strategic thinking with front-line execution. The Country Manager will set the tone for the Brazil business, coach a high-performing team, engage directly with customers and partners, and drive predictable growth across all segments.

Country Leadership & Revenue Ownership

• 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

Field Sales Leadership

• 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

Channel Collaboration

• 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

Operational Excellence

• 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

People Leadership

• 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

• 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