Distribution Sales Account Manager

About the role

The Distribution Sales Account Manager will own and scale Sophos Italy’s volume partner ecosystem, working primarily through distributors. Acting as the central bridge between distributors, Channel Account Executives, and Commercial teams, the role focuses on renewals, partner activation, automation and scalable growth rather than traditional one‑to‑one account ownership.

Key responsibilities

• Ensure distributors actively manage the Sophos Distribution Managed Partner base and implement automated processes to identify, progress and close opportunities, especially in the sub‑100‑user segment.
• Motivate and develop distributors to recruit, onboard and enable new partners, providing streamlined access to training and certification.
• Collaborate with the Sophos MSP team to drive distributor recruitment of new Managed Service Providers and support existing resellers transitioning to an MSP model.
• Drive high renewal rates and create structured engagement plans that uncover incremental new business and cross‑sell opportunities.
• Work closely with Sales and broader Channel teams to align strategies, share insights and ensure consistent execution across the ecosystem.

Required profile

• Proven experience in channel or distribution sales within the IT or cybersecurity sector.
• Strong ability to influence without direct authority and manage complex, high‑volume environments.
• Excellent communication and stakeholder‑management skills, with a track record of partner recruitment and enablement.
• Results‑oriented mindset focused on renewal execution, automation and scalable growth.

Required skills

What we offer

• Opportunity to work with a global cybersecurity leader and its innovative AI‑driven platform.
• Dynamic, high‑energy environment with a focus on partner success and market expansion.
• Access to comprehensive training, certification programs and career development pathways.