Distribution Sales Account Manager

Sophos · Vancouver

Sales & BusinessSalesRemotePermanentposted 4mo ago

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.

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 Do

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 (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 Bring

Experience

• 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

Key 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 and partners
• Adaptability & intelligence – able to handle complexity, change, and competing priorities

Communication & Language

• 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

This role offers high visibility, significant ownership, and the opportunity to shape how Sophos scales its volume partner ecosystem across Italy.

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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