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Distribution Sales Account Manager

Sophos

Role overview

Qualifications

  • 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
  • Track record of delivering partner enablement, including webinars, virtual sessions, and in-person recruitment events

Responsibilities

  • Distributor Management and 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 and Enablement: motivate and develop distributors to identify, onboard, and equip new partners, ensuring sales and technical teams are fully enabled with streamlined access to training and certification programs
  • MSP Growth and Onboarding: 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 and 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

About the company

Sophos logo

Sophos

Cybersecurity

Sophos is a worldwide leader and innovator of advanced cybersecurity solutions, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies that help organizations defeat cyberattacks. As one of the largest pure-play cybersecurity providers, Sophos defends more than 500,000 organizations and more than 100 million users globally from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through its cloud-based 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, turnkey 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

Company details

Company typeLarge
IndustryCybersecurity
Company size1001 - 5000

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Job description

About Us
Sophos 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 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.

    #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

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    Marcus Rivera

    Chief Revenue Officer

    m.rivera@company.com
    linkedin.com/in/marcusrivera
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