Senior Distribution Account Manager

Job Description

The annual salary range for this position is:

At WithSecure™, we protect businesses all over the world. Our SaaS solutions safeguard against modern cyber threats, and our innovative Co-security approach reflects our belief that true protection requires collaboration and shared expertise. No one can solve every cyber security problem alone. Our vision is to become Europe’s flagship in cyber security. Every day, our talented teams work to prevent cyber extortion, secure critical infrastructure, and prevent misuse of sensitive data. At WithSecure, it’s our people who make us exceptional – a diverse community that values passion, purpose, and a commitment to workplace well-being. If you’re ready to make an impact with a company that’s transforming cybersecurity, we’d love to hear from you.

Position Overview:

The Senior Distribution Account Manager is responsible for managing and growing the company's relationships with assigned value-added distributors (VADs), driving MSP acquisition and revenue growth through the distribution channel. The role owns the commercial relationship with distributors ensuring they are fully enabled, commercially engaged, and actively driving MSP activation.

Working closely with the VP, Market Partnerships & Distribution and cross-functional colleagues in Sales Engineering and Marketing, the Senior Distribution Account Manager executes the distribution go-to-market plan, develops joint business plans with key distributors, and creates the conditions for distributors to scale MSP acquisition on behalf of the company.

Key Responsibilities:

• Distributor Relationship Management: Own the day-to-day commercial relationship with assigned distributors; build trusted, productive partnerships that drive MSP recruitment and activation.
• Joint Business Planning: Develop and execute joint business plans with key distributors; set targets, agree go-to-market activities, and track progress against agreed milestones.
• MSP Activation through Distribution: Work with distributors to identify, recruit, and activate new MSPs; support distributors in building their MSP ecosystems and accelerating time-to-revenue.
• Distributor Enablement: Ensure distributors and their sales teams are fully enabled on the product portfolio, partner programme, and commercial terms; deliver enablement sessions and maintain up-to-date materials.
• Co-Marketing Execution: Co-ordinate and execute co-marketing programmes with distributors; manage joint campaigns, events, and digital promotions that drive MSP acquisition at scale.
• Pipeline & Forecast Management: Maintain an accurate pipeline of distributor-sourced MSP opportunities; provide reliable forecasts and progress updates to the VP.
• Commercial Negotiations: Negotiate commercial terms, programme conditions, and special pricing with distributors within agreed frameworks; manage renewals and programme reviews.
• Market Intelligence: Monitor distributor activity, competitive positioning, and market trends within the DACH region; share insights to inform strategy.

Qualifications:

• 5+ years in channel sales, distribution management, or partner account management in B2B technology.
• Proven experience managing VAD or reseller relationships and driving indirect revenue.
• Understanding of the MSP business model and how distributors support MSP ecosystems.
• Experience developing and executing joint business plans with channel partners.
• Strong commercial negotiation skills; comfortable managing pricing, terms, and programme conditions.
• Experience in cybersecurity or adjacent B2B SaaS preferred.
• Fluent use of AI tools in everyday work, for research, outreach, pipeline management, reporting, and communication, is essential.
• Proficiency in Salesforce or equivalent CRM.
• Relevant European languages are a strong advantage, German language proficiency is required; additional languages spoken in the DACH region are an advantage.

Key Competencies:

• Channel Relationship Management: Builds strong, commercially productive relationships with distributor teams at all levels.
• Commercial Acumen: Understands distributor economics and partner programme mechanics; negotiates effectively and creates mutual value.
• Execution Discipline: Manages a portfolio of distributor relationships and co-marketing activities with rigour and follow-through.
• Partner Enablement: Enables distributor teams with confidence; creates the knowledge and motivation needed to drive MSP activation.
• Pipeline Management: Maintains an accurate, disciplined view of distributor-sourced pipeline and forecasts reliably.
• AI & Digital Fluency: Actively uses AI tools to enhance personal and team productivity across the full commercial workflow.
• Market Awareness: Stays current on distribution landscape trends, competitive activity, and MSP market dynamics across the DACH region.

If you don’t tick every box above, don’t worry — we’re more interested in your potential and willingness to learn.

The salary displayed on this page represents the starting point for the role. Final compensation is discussed individually and depends on experience, skills, and the local market.

What will you get from us

• Meaningful work with real-world impact – your work helps protect businesses and critical infrastructure from modern cyber threats.
• Flexible ways of working, including up to 30 days per year working abroad and paid sick leave from day one.
• A strong focus on well-being, with mental health support and comprehensive benefits.
• Continuous learning, modern tools, and a people-first culture that values trust and collaboration.