Sophos
Distribution Sales Account Manager
TLDR
Manage distributor relationships and develop business strategies to drive revenue targets and assist in onboarding new partners in a collaborative environment.
About Us
Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.
Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.
Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.
Role Summary
The Distribution Account Manager (DAM) is accountable for managing Sophosdistributors 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 by driving renewals.
What You Will Bring
Ensure Distributors are focused on managing Sophos Authorized and Silver partner base and work to developa 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 staffare 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 newbusiness and cross sell opportunities using the Sophos renewal SKU report.
Conduct monthly business reviews with each distributor and a quarterly business review to track performanceagainst business plans.
Ensure distributors are providing fast response times to quote requests and queries, and work with Sophoschannel 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 thecountry/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 MSPsand helping existing resellers to transition to MSP where appropriate.
Develop new routes to market with distributors such as cloud marketplace and work with the Sophos CloudMarketplace team to implement.
Contribute to development of quarterly distributor rebate plans and monitor quarterly to ensure targets remainappropriate through the fiscal year.
What You Will Bring
Business acumen: Ability to identify opportunities with the highest and most competitive pay back 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. Does not give up even in the face of resistance
or setbacks.
towards desired goals.
information.
or setbacks.
#B1
#LI-JG1
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 – we encourage you to apply.
What's Great About Sophos?
· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.
· 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
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. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos
Benefits
Remote-Friendly
Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach.
Sophos builds advanced security solutions designed to protect against cyberattacks, delivering comprehensive services like Managed Detection and Response (MDR) and endpoint, network, and email security. Targeting organizations across the globe, Sophos serves over 600,000 clients, utilizing the expertise of their combined technologies following the acquisition of Secureworks. Their unique offerings interoperate through the Sophos Central platform, fortified by real-time threat intelligence from their dedicated threat teams.
- Founded
- Founded 1985
- Employees
- 500+ employees
- Industry
- Professional Services
Sales Account Manager