Senior Distribution Manager - UKI

Abingdon, GB, OX14 3YP



Sophos Overview – Cybersecurity Evolved

Sophos evolves to meet every new challenge, protecting more than 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs, our cloud-native and AI-enhanced solutions are able to adapt and evolve to secure endpoints and networks against never-before-seen cybercriminal tactics and techniques. Managed through our award-winning, cloud-based platform, Sophos Central, our best-of-breed products work together through our unique Synchronized Security system to share threat intelligence and respond to evolving threats. The Sophos suite of products secures networks and endpoints against automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.


Job Purpose:

Senior Distribution Manager is responsible for the leadership and management of the Distribution sales team to achieve revenue and growth goals in UKIN.


Main Duties:

  • Responsible for the Distribution team’s quota achievement for all partners buying through UK Distributors
  • Build relations with Distribution partners, owning high level relationships and co-ordinating relationships between Sophos and Distribution sales teams
  • Provide strategic sales support in key accounts for external account managers conducting joint visits as required
  • Work with internal sales resources and all other stakeholders in the UK business to deliver the UK revenue objectives
  • Own and drive the internal Sophos Quarterly Business Review process with all distributors
  • Forecast accurately the Managed Team Monthly and Quarterly revenues on a weekly basis
  • Develop and implement sales strategies for Distributors, encompassing all products and markets, designed to deliver corporate strategy and to meet revenue and growth targets
  • Create and execute partner business plans to deliver the devised sales strategies
  • Ensure timely and relevant information sharing to team
  • Work with Senior management to create a vision for the evolution of the structure of the distribution channel in the UK to adapt to the transition to a Next Generation Security provider


Skills and Experiences:

  • An experienced Manager and leader of both internal and external sales teams
  • Knowledge of formal sales methodologies including opportunity planning
  • Excellent Knowledge of the target market and its dynamics
  • Excellent Knowledge of distribution and channel ecosystem
  • In depth experience with complex organisational structures and its dynamics, including multiple level selling, also to senior decision makers (C level) in major partners
  • Excellent knowledge of Sales Processes including acquisition, development and retention
  • In depth experience of developing and monitoring business and marketing plans
  • Ability to build and lead a team, establishing and exceeding objectives
  • Ability to address critical issues and to perceive and resolve conflicts in a fair way
  • Ability to give and encourage constructive feedback
  • Ability to set the strategic direction for partners
  • Excellent verbal & written communication and presentation skills
  • Proven ability to motivate partner resources
  • Excellent relationship and conflict management
  • Ability to define and deliver against product and market strategies
  • Quickly learns and adopts new approaches and techniques
  • Understanding of financial mgmt/business investment planning
  • Ability to understand the partners business model



Equal Opportunities

Sophos is committed to equality opportunity in all areas of its work. All qualified applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, marital status, race, religion, colour, age, disability or sexual orientation.

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At Sophos, we want every organization to be protected by innovative, next-generation IT security, even those who don't have a huge IT staff. We protect organizations of all sizes, all around the world by making enterprise-grade security that is simple to deploy, manage, and use. It is our passion, and something we are truly proud of.