Distribution Sales Account Manager

South AfricaRemotePermanentmid

OtherSales Account Manager

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About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services.

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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 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.

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.

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.