Distribution Sales Account Manager

This is a fully remote position, open to applicants in Italy.

📋 Description

• Oversee that distributors actively manage the Sophos Distribution Managed Partner base, implementing scalable and automated processes to identify, progress, and close opportunities, especially in the sub-100-user segment.

• Inspire and develop distributors to discover, onboard, and equip new partners.

• Collaborate with the Sophos MSP team to ensure distributors are actively recruiting and onboarding new MSPs.

• Drive high renewal rates and create structured engagement plans that align Sophos and partner teams with renewal insights to uncover additional new business and cross-sell opportunities.

• 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.

• Conduct monthly business reviews (MBRs) with each distributor and a comprehensive quarterly business review (QBR).

• Ensure distributors provide swift and accurate responses to quotes and inquiries.

• Contribute to the development of the quarterly distributor rebate program and monitor its attainment throughout the fiscal year to ensure targets remain relevant and achievable.

⛳️ Requirements

• Proven experience in a channel, distributor, or partner-led sales model, ideally within technology or cybersecurity sectors.

• Demonstrated success in managing high-volume partner ecosystems or indirect channels, accelerating partner onboarding to first billing.

• Strong understanding of renewals, partner activation, and lifecycle management, with a proven ability to drive renewals execution through distributors, reducing leakage and enhancing renewal retention.

• Experience in working cross-functionally within a matrixed organization.

• Ability to operate comfortably with ambiguity and scale partner engagement through automation, structured programs, and tools rather than through named account ownership.

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

• Fluent in Italian – essential for building credibility with partners and distributors.

• Fluent in English – required for daily collaboration with EMEA and Ireland-based stakeholders.

• Confident public speaker – comfortable presenting to groups during webinars, partner events, and recruitment sessions.

🏝️ Benefits

• Sophos operates a remote-first working model.

• 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.