Snr. Distribution Account Manager

About Us
The Distribution Projects Manager (Snr. DAM) is accountable for leading Sophos' distribution strategy and execution across APJ, with a primary focus on ANZ, ASEAN, and Greater China, and support for India and Japan. This senior role encompasses both operational distributor management and strategic leadership of distribution projects. The DAM is responsible for developing joint business plans with distributors to achieve revenue, profitability, and growth targets. This includes expanding customer opportunities, driving renewals, and leading strategic initiatives that enhance Sophos' distribution capabilities and market reach. What You will do

• Distributor Management & Enablement
• Ensure distributors are actively managing Sophos Authorized and Silver partner base, with a focus on automation for identifying, progressing, and closing sub-100 user business.
• Motivate and educate distributors to onboard and enable partners, ensuring sales and technical teams are go-to-market ready with access to certification and training.
• Renewals & Pipeline Acceleration
• Drive high renewal rates by aligning Sophos and partner teams to identify new business and cross-sell opportunities using renewal SKU reports.
• Collaborate with channel and high-touch sales teams to progress pipeline and top deals, ensuring fast response times to quotes and queries.
• Stocking & Credit Risk Management
• Implement distributor stocking strategies to support growth objectives, ensuring appropriate credit limits are in place and monitored quarterly to minimize risk.
• MSP & Cloud Marketplace Development
• Partner with the Sophos MSP team to recruit and onboard new MSPs, and support reseller transitions to MSP models.
• Lead initiatives to develop new routes to market such as cloud marketplaces, working closely with the Sophos Cloud Marketplace team.
• Business Reviews & Performance Tracking
• Conduct monthly and quarterly business reviews with distributors to track performance against business plans and strategic objectives.
• Rebate Planning & Fiscal Alignment
• Contribute to quarterly distributor rebate plan development and monitor progress to ensure targets remain aligned throughout the fiscal year.
• Distribution Project Leadership
• Lead strategic distribution projects across APJ, including process optimization, systems integration, and regional program rollouts.
• Collaborate cross-functionally with sales, marketing, operations, and finance to ensure project success and alignment with regional goals.
• Drive innovation in distribution models, leveraging data and insights to improve partner engagement, operational efficiency, and market coverage.
• Act as a regional escalation point for complex distribution issues, ensuring timely resolution and stakeholder alignment.

What You Will Bring

• Proven ability to lead complex distribution initiatives across diverse markets and cultures.
• Strong strategic thinking and execution skills, with a focus on scalable growth and operational excellence.
• Ability to identify high-impact opportunities and secure stakeholder buy-in to drive transformation.
• Excellent interpersonal and communication skills, with a collaborative and consultative approach.
• High sense of urgency and resilience in overcoming challenges and driving results.

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 We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

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