Distribution Account Manager

DAMs are the force multiplier for the channel - they make distributors productive, predictable, and commercially effective across hundreds of resellers.

They Do Three Things Exceptionally Well

• Build distributor momentum - they run structured cadence with distributors, keep pipeline moving, and drive consistent partner focused activity via the distributor (call-out days, follow-ups, and deal progression).
• Enable and activate the channel - they train distributor teams and reseller partners, deliver webinars, and make sure new products land with clear messaging, playbooks, and commercial incentives.
• Own distributor execution and touch points - they manage QBRs, strategic planning, order flow, and escalation handling so the distributor channel performs cleanly and doesn’t create operational drag.

It’s important to note: this role is about driving revenue through distribution, not delivering operational support / processing orders. This is a highly programmatic role, operating on a 12 month horizon - ensuring all the pieces come together (enablement, activity, delivery of outcomes) to accelerate revenue growth.

Mission

Grow revenue through distribution by building high-performing distributor relationships, activating reseller networks, and driving repeatable pipeline and conversion through enablement, cadence, and execution discipline.

Scope

The Distribution Account Manager owns distributor performance across a network of resellers, working closely with internal distributor Sales, Marketing, and CX to drive pipeline creation, conversion, and partner execution.

Core objectives

• Hit revenue targets through distribution partners and their reseller base.
• Acquire and activate new partners by penetrating the distributors partner base.
• Drive consistent pipeline creation and follow-up through call-out days and structured cadence.
• Ensure distributor sales teams can sell CyberSmart confidently (training, webinars, assets).
• Launch new products through distribution with clear enablement and early traction.
• Maintain clean operational execution: QBRs, deal support, order processing (via finance), and escalations.

Success metrics

• Revenue performance vs target through distribution channel.
• Number of partners and MRR for new partners.
• Distributor pipeline coverage and conversion rate.
• Number and quality of partner opportunities created (and progressed) via call-out days.
• Attendance and effectiveness of distributor training and webinars.
• QBR completion and quality of joint plans.
• Speed and quality of handling distributor escalations and operational requests.

Responsibilities

• Distributor account management.
• Own relationships with assigned distributors as the primary point of contact.
• Build and execute sales plans to deliver revenue growth through the channel.
• Run cadence meetings and manage distributor and reseller pipeline.
• Lead QBRs and strategic planning with distributors.
• Pipeline generation and execution.
• Run call-out days with partners to drive pipeline and follow-ups.
• Support and run key demos for strategic opportunities, leveraging Solutions Specialist as required.
• Price non-standard deals (for example >1,000 users) and produce bespoke quotes.
• Conduct scoping calls alongside Audit for larger CE Plus projects.
• Enablement and marketing execution.
• Educate distributor sales teams on CyberSmart's value proposition and portfolio.
• Agree funding/MDF budget + expected ROI in line with investment.
• Deliver webinars and training sessions for distributor teams and reseller partners.
• Act as the marketing liaison: coordinate campaigns, assets, and execution with Growth / Partner Marketing Manager.
• Lead new product launch enablement with the funded head and key partners.
• Operational management and escalation handling.
• Commercial escalation through Head of Sales where required, for example large or strategic deals, or discounts beyond pre-approved levels.
• Act as the liaison between distributors and internal teams, triaging queries and ensuring they land with the right owner quickly.
• Act as the liaison for distributor and partner product queries, translating needs into clear actions and closing the loop through to resolution.
• Ensure a robust, repeatable process is in place for distributors to manage certification operations (including CE Plus booking and CE re-certification), coordinating effectively between CX and distribution teams.
• Ensure a robust, repeatable process is in place between CyberSmart and distributor finance teams, e.g. covering pool licensing, reconciliation, cancellations, and renewals.