Distribution Sales Account Manager

About UsSophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other every day and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.The Distribution Sales Account Manager (DAM) is responsible for owning and scaling Sophos Italy’s volume partner ecosystem, working primarily through the distributor network. The DAM acts as the central bridge between distributors, Channel Account Executives, and Commercial teams. Success in this role is driven by renewals execution, partner activation, automation, and scale, rather than traditional one‑to‑one account ownership. The ideal candidate is a confident channel professional who can influence without authority, manage complexity, and operate effectively in a high‑volume environment.What You Will DoDistributor 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 (QBR) 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.What You Will BringExperience• 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 eventsKey Competencies• 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 a