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.

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.

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:

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• 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 planning
• Maintain a detailed understanding of distributors’ business (pain points, investment areas, profitability factors, etc.)
• Credit control / financial management for the assigned distributors
• In 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 success
• Review the distributors’ success on a quarterly basis
• Work with distributors to facilitate partner recruitment, including identify partner prospects and recruit, develop and manage the partners
• Develop 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 appropriate
• Meet 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 distributors
• Consistently articulate Sophos’ value proposition to distributors in order to maintain and increase Sophos’ share of distributor’s business
• Log all activity to maintain accuracy of CRM/PRM and forecasting systems
• Lead, 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 initiatives
• Establish a feedback culture that contributes to the change and development of the company
• Execute distribution/Channel sales and go to market strategies
• Identify requirements for Sophos in this part of the market
• Ensure that formal staff performance reviews for team members are conducted