Distribution Sales Account Manager

Overview

Sophos is a global leader in cybersecurity solutions, headquartered in Oxford, U.K.

• Distributor Management & Partner Coverage: ensure distributors actively manage the Sophos Distribution Managed Partner base, implementing scalable and automated processes to identify, progress, and close opportunities, particularly in the sub‑100‑user segment.
• Partner Recruitment & Enablement: motivate and develop distributors to identify, onboard, and equip new partners. Ensure sales and technical teams are fully enabled, go‑to‑market ready, and have streamlined access to training and certification programs.
• MSP Growth: partner with the Sophos MSP team to ensure distributors are actively recruiting and onboarding new MSPs, and supporting existing resellers as they transition to an MSP model when appropriate.
• Renewals & Customer Success: drive high renewal rates and build structured engagement plans that align Sophos and partner teams with renewal insights to uncover incremental new business and cross‑sell opportunities.
• Cross‑Functional
  
  Collaboration:
  
  work closely with Sales and broader Channel teams to ensure distributors are fully aligned with Sophos’ business priorities and contribute effectively to customer success initiatives.
• Business Performance Reviews: conduct monthly business reviews (MBRs) with each distributor and a comprehensive quarterly business review (Q ) to assess performance against agreed business plans and identify areas for optimization.
• Operational Excellence: ensure distributors deliver fast and accurate responses to quotes and inquiries, collaborating with Sophos channel colleagues and high‑touch sales teams to progress pipeline and strategic opportunities.
• Rebate Planning & Governance: contribute to quarterly distributor rebate program development and monitor attainment throughout the fiscal year to ensure targets remain relevant and achievable.

• Proven experience in a channel, distributor, or partner led sales model
  , ideally within technology or cybersecurity.
• Demonstrated success managing high volume partner ecosystems or indirect channels, accelerating partner onboarding to first billing
  .
• Strong understanding of renewals, partner activation, and lifecycle management with proven ability to drive renewals execution through distributors, reducing leakage and improving renewal retention.
• Experience working cross functionally within a matrixed organisation
  .
• Comfort operating with ambiguity and ability to scale partner engagement through automation, structured programmes, and tooling rather than named account ownership.
• Track record of delivering partner enablement
  , including webinars, virtual sessions, and in person recruitment events.

• Influence without authority – able to drive outcomes through distributors and partners.
• Commercial judgement – prioritises effort effectively in a volume environment.
• Process & automation mindset – leverages tools and structure to scale impact.
• Relationship management – credible, trusted, and professional with distributors and partners.
• Adaptability & intelligence – able to handle complexity, change, and competing priorities.

• Fluent Italian – essential for credibility with partners and distributors.
• Fluent English – required for daily collaboration with EMEA and Ireland based stakeholders.
• Confident public speaker – comfortable presenting to groups in webinars, partner events, and recruitment sessions.

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.