About Us
Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through the Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at
www.sophos.com.
Role Summary
As a leading IT Security solutions provider, we are looking for a highly motivated and results-driven Distribution Account Manager Team-Lead (Title: Distribution Manager EMEA Central) to join our team. This position is pivotal to managing growth and relationships with our distributor network across 20 countries, with a primary focus on the DACH region (Germany, Austria, and Switzerland). In this role, he/she will lead a team of Distribution Account Managers, ensuring the effective execution of channel strategies, business growth, and the alignment of distribution activities with our corporate objectives. The role will require you to drive change both within the team and across our distributor network, ensuring adaptation to new market trends, technologies, and business strategies.
Success will be measured by the overall performance; KPIs, OKRs and quota achievement of the EMEA central region.
What You Will Do:Oversee the development and execution of distribution strategies across 20 countries, with a focus on the DACH region. Manage and strengthen relationships with key distributors, ensuring they are aligned with company goals and actively promote the portfolio of Sophos Security solutions. Leveraging MSP distribution and cloud marketplace adoption as a crucial part of the channel strategy Manage all aspects of the relationship with assigned distributors, including joint business planningMaintain a detailed understanding of distributors’ business (pain points, investment areas, profitability factors, etc.)Credit control / financial management for the assigned distributorsIn conjunction with the distributors, build a short-, medium- and long-term business plan which include accurate forecasts for sustainable growth Driving significant improvements in automation with APIs, order processing, etc. Play an active role in implementing of business plans and ensure their successReview the distributors’ success on a quarterly basisWork with distributors to facilitate partner recruitment, including identify partner prospects and recruit, develop and manage the partnersDevelop and execute trainings for the distribution partners for all Sophos solutions in the dedicated region.Engage distributors in co-marketing and lead generation activities, as appropriate Ensure distributor is fully capable of selling and supporting Sophos’ solutions, as appropriateMeet with senior decision makers of the distributors to identify markets and possibilities for Sophos solutions and identify and involve other decision influencing departments like sales, finance, marketing and consulting.Cultivate strong consultative relationships with key stakeholders at assigned distributors and act as a single point of contact to ensure both distributor satisfaction and partners’ satisfaction with the distributorsConsistently articulate Sophos’ value proposition to distributors in order to maintain and increase Sophos’ share of distributor’s businessLog all activity to maintain accuracy of CRM/PRM and forecasting systemsLead, coach, and develop a team of Distribution Account Managers (DAMs), fostering a collaborative and performance-driven environment. Ensure the team is equipped to manage distributor relationships effectively, driving growth in both new and existing channels.Lead the team through necessary and contemporary changes related to the company’s strategic goal to be a next-generation cybersecurity leader Recruitment of DAMs if necessary Address and resolve any issues or resistance related to change initiativesEstablish a feedback culture that contributes to the change and development of the companyExecute distribution/Channel sales and go to market strategiesIdentify requirements for Sophos in this part of the marketEnsure that formal staff performance reviews for team members are conductedWhat You Will Bring:Several years leadership experienceSeveral years of experience in distribution account management, channel management, or sales leadership, preferably in the IT security industryExperience of developing business plansExperience of developing and monitoring business and opportunity plansBroad business background, including knowledge of basic financial, marketing and selling conceptsAdept in dealing with all levels within an organization to achieve strategic and tactical objectivesExcellent relationship management and ability to address conflictsUnderstanding of financial mgmt/business investment planningAbility to quickly learn and adopt new approaches and techniquesAbility to understand the technical background of our solutionsAbility to understand the partners business modelKnowledge of software channel ecosystems in the territoryStrong Presentation skillsStrong Communication and Interpersonal skillsStrong motivational skillsWillingness to extensive travelRestricted holiday at quarter- and year-end and important events#M3
#B2
#LI-MT1
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. Please refer to the location details in our job postings for further information.
· 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
