Distribution Account Manager - Focus Eastern Europe (m/f/d)

Wiesbaden, DE, 65189


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.


Location: Wiesbaden or Homeoffice in Germany 


Job Purpose

The Distribution Account Manager is responsible for driving profitable business for Sophos through managing and enabling distributors in the assigned region mainly via phone and email. You will be responsible for supporting indirect business for Sophos products, build and maintain strong and sustainable relationships as well as recruiting, developing and managing distribution partner in order to develop and maintain Sophos business.


Main Duties

  • Responsible for business and activities in a dedicated region to a group of defined distribution partners
  • Identify partner prospects and develop and manage the partners
  • Work with sales and marketing on the distribution partners
  • Meet / exceed sales targets according to the sales according to the sales strategy
  • Develop and track business and marketing plans with the distribution partners
  • Represent Sophos on trade fairs and other events and give presentations
  • Develop and maintain relationship with key supporting functions (Support, Sales, Product Management) between Sophos and the distribution partner


Skills and Experience

  • Proven track record in selling complex IT solutions; ideally in a channel environement 
  • Good verbal & written communication and presentation skills in English and Czech, Polish, Hungarian or other Eastern Europe language 
  • Ability to motivate partner resources
  • Good relationship management and ability to address conflicts
  • Ability to analyse lost and won deals to learn
  • Quickly learns and adopts new approaches and techniques
  • Experience in a commercial sales environment in the IT industry.
  • Knowledge of the target market and its dynamics
  • Experience with complex organisational structures and its dynamics, including channel sales
  • Knowledge of Sales Processes including acquisition, development and retention
  • Good knowledge of training and supporting customers
  • Experience of developing and monitoring business and marketing plans



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.