Distribution Sales Account Manager

The Distribution Account Manager (DAM) is accountable for managing Sophos distributors and contributing to the development of an optimal distribution strategy for the country/region. DAMs develop joint business plans with distributors to hit revenue and profitability targets by developing new customer opportunities, upselling and cross‑selling to existing customers, and driving renewals.

Responsibilities

• Ensure distributors are focused on managing Sophos Authorized and Silver partner base and work to develop a high level of automation for identification, progressing and closing sub‑100‑user business.
• Motivate and educate distributors to identify, onboard and enable partners ensuring sales and technical staff are go‑to‑market ready and have access to certification and training.
• Drive high renewal rates and build an engagement plan to align Sophos and partner teams to identify new business and cross‑sell opportunities using the Sophos renewal SKU report.
• Conduct monthly business reviews with each distributor and a quarterly business review to track performance against business plans.
• Ensure distributors provide fast response times to quote requests and queries, and work with Sophos channel colleagues and high‑touch sales teams to progress pipeline and key top deals.
• Implement stocking to ensure the distributor holds an adequate volume of stock for growth objectives in the country/region, ensuring appropriate credit limits are in place relative to Sophos finance recommendations.
• Monitor quarterly to minimize credit risk to Sophos.
• Work with the Sophos MSP team to ensure distributors are actively recruiting and onboarding new Sophos MSps and helping existing resellers transition to MSP where appropriate.
• Develop new routes to market with distributors such as cloud marketplace and work with the Sophos Cloud Marketplace team to implement.
• Contribute to development of quarterly distributor rebate plans and monitor quarterly to ensure targets remain appropriate through the fiscal year.

Qualifications

• Business acumen: ability to identify opportunities with the highest and most competitive payback for Sophos.
• Collaboration: facilitates strong business partnerships to secure buy‑in to plans to move Sophos and partners toward desired goals.
• Interpersonal skills: engages easily and uses effective questioning and active listening to gather relevant information.
• Drive for results: pursues everything with a sense of urgency. Does not give up even in the face of resistance or setbacks.

Benefits

• Remote‑first working model, making remote work the primary option for most employees, with hybrid possibilities for some roles.
• Legal authorization to work in the jurisdiction without employer sponsorship required.
• 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.
• Global wellbeing days for employees to relax and recharge.
• Monthly wellbeing webinars and training to support employee health and wellbeing.

Equal Employment Opportunity

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.