Distribution Sales Account Manager

The Distribution Sales Account Manager (DAM) is responsible for owning and scaling Sophos Italy’s volume partner ecosystem, working primarily through the distributor network.
The DAM acts as the central bridge between distributors, Channel Account Executives, and Commercial teams. Success in this role is driven by renewals execution, partner activation, automation, and scale, rather than traditional one‑to‑one account ownership. The ideal candidate is a confident channel professional who can influence without authority, manage complexity, and operate effectively in a high‑volume environment.

What You Will Do

What You Will Bring

Experience

•    Proven experience in a channel, distributor, or partner led sales model, ideally within technology or cybersecurity
•    Demonstrated success managing high volume partner ecosystems or indirect channels, accelerating partner onboarding to first billing
•    Strong understanding of renewals, partner activation, and lifecycle management with proven ability to drive renewals execution through distributors, reducing leakage and improving renewal retention
•    Experience working cross functionally within a matrixed organisation
•    Comfort operating with ambiguity and ability to scale partner engagement through automation, structured programmes, and tooling rather than named account ownership 
•    Track record of delivering partner enablement, including webinars, virtual sessions, and in person recruitment events

Key Competencies

•    Influence without authority – able to drive outcomes through distributors and partners
•    Commercial judgement – prioritises effort effectively in a volume environment
•    Process & automation mindset – leverages tools and structure to scale impact
•    Relationship management – credible, trusted, and professional with distributors and partners
•    Adaptability & intelligence – able to handle complexity, change, and competing priorities

Communication & Language

•    Fluent Italian – essential for credibility with partners and distributors
•    Fluent English – required for daily collaboration with EMEA and Ireland based stakeholders
•    Confident public speaker – comfortable presenting to groups in webinars, partner events, and recruitment sessions

This role offers high visibility, significant ownership, and the opportunity to shape how Sophos scales its volume partner ecosystem across Italy.