Sophos

Snr. Distribution Account Manager

Job Description

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.

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