Distribution Account Manager

CyberSmart; Greater London; On-site; GBP 40,000 - 68,000; Full time

Job summary

CyberSmart in London is seeking a Distribution Account Manager to drive revenue through distributor networks and reseller partners. You will own distributor relationships, build and execute sales plans, and run cadence meetings to sustain pipeline and conversion.

You will enable distributor sales teams through training, webinars, and clear product messaging, manage QBRs, forecast, pricing for large deals, and coordinate cross-functional enablement with Marketing, CX, and Finance.

Qualifications

• Experience managing distributor and reseller partnerships.
• Ability to run cadence meetings and manage pipeline.
• Experience leading QBRs and strategic planning with distributors.
• Pricing and quoting for non-standard deals and large opportunities.
• Strong enablement and cross-functional collaboration with marketing and sales.

Responsibilities

• Distributor account management and pipeline ownership.
• Lead QBRs and strategic planning with distributors.
• Run cadence days with partners to drive pipeline and follow-ups.
• Enable distributor sales teams through training and assets.
• Coordinate pricing for large deals and bespoke quotes.

Skills

Distributor management

Channel sales

Relationship building

Forecasting

Presentation

Job description

DAMs are the force multiplier for the channel - they make distributors productive, predictable, and commercially effective across hundreds of resellers.

They Do Three Things Exceptionally Well

• Build distributor momentum - they run structured cadence with distributors, keep pipeline moving, and drive consistent partner focused activity via the distributor (call-out days, follow-ups, and deal progression).
• Enable and activate the channel - they train distributor teams and reseller partners, deliver webinars, and make sure new products land with clear messaging, playbooks, and commercial incentives.
• Own distributor execution and touch points - they manage QBRs, strategic planning, order flow, and escalation handling so the distributor channel performs cleanly and doesn’t create operational drag.

It’s important to note: this role is about driving revenue through distribution, not delivering operational support / processing orders. This is a highly programmatic role, operating on a 12 month horizon - ensuring all the pieces come together (enablement, activity, delivery of outcomes) to accelerate revenue growth.

Mission

Grow revenue through distribution by building high-performing distributor relationships, activating reseller networks, and driving repeatable pipeline and conversion through enablement, cadence, and execution discipline.

Scope

The Distribution Account Manager owns distributor performance across a network of resellers, working closely with internal distributor Sales, Marketing, and CX to drive pipeline creation, conversion, and partner execution.

Core objectives

• Hit revenue targets through distribution partners and their reseller base.
• Acquire and activate new partners by penetrating the distributors partner base.
• Drive consistent pipeline creation and follow-up through call-out days and structured cadence.
• Ensure distributor sales teams can sell CyberSmart confidently (training, webinars, assets).
• Launch new products through distribution with clear enablement and early traction.
• Maintain clean operational execution: QBRs, deal support, order processing (via finance), and escalations.

Success metrics

• Revenue performance vs target through distribution channel.
• Number of partners and MRR for new partners.
• Distributor pipeline coverage and conversion rate.
• Number and quality of partner opportunities created (and progressed) via call-out days.
• Attendance and effectiveness of distributor training and webinars.
• QBR completion and quality of joint plans.
• Speed and quality of handling distributor escalations and operational requests.

Responsibilities

• Distributor account management.
• Own relationships with assigned distributors as the primary point of contact.
• Build and execute sales plans to deliver revenue growth through the channel.
• Run cadence meetings and manage distributor and reseller pipeline.
• Lead QBRs and strategic planning with distributors.
• Pipeline generation and execution.
• Run call-out days with partners to drive pipeline and follow-ups.
• Support and run key demos for strategic opportunities, leveraging Solutions Specialist as required.
• Price non-standard deals (for example >1,000 users) and produce bespoke quotes.
• Conduct scoping calls alongside Audit for larger CE Plus projects.
• Enablement and marketing execution.
• Educate distributor sales teams on CyberSmart's value proposition and portfolio.
• Agree funding/MDF budget + expected ROI in line with investment.
• Deliver webinars and training sessions for distributor teams and reseller partners.
• Act as the marketing liaison: coordinate campaigns, assets, and execution with Growth / Partner Marketing Manager.
• Lead new product launch enablement with the funded head and key partners.
• Operational management and escalation handling.
• Commercial escalation through Head of Sales where required, for example large or strategic deals, or discounts beyond pre-approved levels.
• Act as the liaison between distributors and internal teams, triaging queries and ensuring they land with the right owner quickly.
• Act as the liaison for distributor and partner product queries, translating needs into clear actions and closing the loop through to resolution.
• Ensure a robust, repeatable process is in place for distributors to manage certification operations (including CE Plus booking and CE re-certification), coordinating effectively between CX and distribution teams.
• Ensure a robust, repeatable process is in place between CyberSmart and distributor finance teams, e.g. covering pool licensing, reconciliation, cancellations, and renewals.