Distribution Account Manager (Inside Sales)

Milan, IT, 20125


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:

As Distribution Account Manager you will carry your personal target. You will be responsible for driving remotely, by phone, the growth of the Small Business market segment (1-100 employees) working with all the channel partners of the territory assigned. You will engage also SOPHOS Distribution channel in order to drive Your forecast with respect of SOPHOS Channel Program guidelines.


Main Duties:

  • Ensure asset renewals for the assigned end users in time and help to build a qualified pipeline of new business coming from prospect and existing partners of the territory assigned
  • Manage relationships with assigned territory partners and prospects
  • Facilitate channel engagement in support of territory sales goals (deal registrations process)
  • Engage Sophos Sales Engineering and Marketing resources, where necessary, to support identified opportunities from assigned territory partners
  • Cultivate strong consultative relationships and act as a primary point of contact for assigned territory partners to achieve Your target
  • Log all activities to maintain accuracy of CRM and forecasting systems
  • Effectively articulate the requirements, expectations, and benefits of the Sophos Partner Program to assigned channel partners


Experience and Skills:

  • Proven channel sales experience developed into IT Vendors or within IT Distribution
  • Experience with complex organisational structures and its dynamics, including channel sales
  • Ability to drive business by phone ensuring the respect of monthly and quarterly targets, and forecasts submitted
  • Knowledge of licensing and renewal dynamics
  • Good verbal & written communication and presentation skills also in English and over the phone
  • Familiarity with CRM/PRM and forecasting systems
  • Strong Negotiation and Presentation skills
  • Strong Communication and Interpersonal skills
  • Excellent telephone selling skills
  • Ability to thrive in a team selling environment


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.

If you choose to explore this 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.  If you have any questions about Sophos’ data protection practices, please contact dataprotection@sophos.com.

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.

Job Segment: CRM, Technology