Distribution Account Manager

What's Great About Sophos?
· Sophos operates a remote-first working model, and working remotely is the primary option for most employees
· Our people - we innovate and create, all of which are accompanied by a great sense of fun and team spirit
· 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
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 are responsible for developing joint business plans with distributors to hit revenue and profitability targets by developing new customer opportunities, up-sell and cross-sell to existing customers and driving renewals.
Strategically aligned to lead the Distribution Sales effort across all countries in the region helping achieve sales and performance targets, recruit and manage distributors and grow business opportunities. Overall responsibility for all the distribution Sales programs and processes within the region, as well as contributing to the overall channel structure and plan.
What Will You Do

• 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.
• Build, gain approval to and execute a joint Business Plan with each of the distributors that results in the achievement of the joint objectives in the plan
• As part of this plan, work with marketing to execute quarterly marketing plans utilising MDF. Review progress against the key activities with the distributor to ensure that the ROI metrics are met for each marketing activity
• Conduct monthly business reviews with each distributor and a quarterly business review to track performance against business plans.
• Ensure distributors are providing 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 the development of quarterly distributor rebate plans and monitor quarterly to ensure targets remain appropriate through the fiscal year.
• Manages Sophos distributors
• Focuses on supporting critical business operations and logistics
• Works with distribution to build out support for the longer tail of the channel
• Build, gain approval to and execute a joint Business Plan with each of the distributors that results in the achievement of the joint objectives in the plan
• As part of this plan, work with marketing to execute quarterly marketing plans utilising MDF. Review progress against the key activities with the distributor to ensure that the ROI metrics are met for each marketing activity

Strengths

• 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 towards desired goals.
• Interpersonal skills: Engages easily and uses effective questioning and active listening to gather relevant information.
• Drives for results: Pursues everything with a sense of urgency. Do not give up even in the face of resistance or setbacks.

Essential Skills

• 2-5 years of relevant experience in channel/distribution in the IT industry
• Building mutually beneficial business relationships
• Working with a high volume of resellers and partners
• Strong communication and presentation skills - verbal and written
• Influencing and problem-solving
• Handling multiple priorities effectively
• Teamwork
• Conflict handling and negotiation
• Travel to the Distributor or partner site required
• Restricted holiday in March and month-end
• Vendor experience is desirable

Ready to Join Us?
At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back - if you're passionate about cybersecurity and ready to contribute, we encourage you to apply. We're excited to explore how your individuality can shape the future of our company.
About Us
Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today's most advanced cyber threats. Powered by threat intelligence, AI, and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks, and endpoints against ransomware, malware, exploits, phishing, and a wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central - the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos has major hubs around the globe. More information is available at .
Our Commitment To You
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.
Data Protection
If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos' data protection practices, please contact dataprotection@sophos.com.