Distribution Account Manager

🕒 May 14

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Acronis

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2003

🔒 Cybersecurity

☁️ SaaS

🤝 B2B

Cybersecurity • SaaS • B2B

Acronis is a cyber protection company that provides integrated backup, disaster recovery, and cybersecurity solutions delivered as cloud-native and on-premises software. It offers endpoint protection (EDR/XDR), anti-malware, email and Microsoft 365 protection, RMM and PSA tools, and MSP-focused multi-tenant management to enable service providers and businesses to detect, respond, and recover from cyberthreats. Acronis operates globally with compliant data centers, certifications, and a platform designed to consolidate backup, security, and IT management into a single solution.

📋 Description

• Act as the first and main point of contact for Distributors with regards to executive communication, day-to-day business operations as well as business and technology development within respective business lines. • Build and sustain relationship with key decision makers and operational contacts on Distributors under responsibility. • Drive and ensure evangelism and knowledge management on Distributor’s end through rolling out tailored onboarding, training, and enablement programs. • Partner with Distributors on building a Go-to-Market strategy for on-premise and cloud-based solutions and drive engagement through effective annual and quarterly business planning and execution. • Facilitate and drive weekly, monthly and quarterly sales management calls and business reviews with each Distributor category/sales manager following sales process guidance provided. • Secure and expand Acronis share of wallet through adding new logos and leveraging Distributor's reach in service provider and reseller space. • Work effectively across segments (Consumer, Corp, OEM) and lines of business to maximize partner revenue potential. • Build and orchestrate a virtual cross-functional Account Team to deliver a best-in-class partner experience consisting of Sales Recruiter, Partner Success Manager, Regional Marketing Manager, Solution Engineer, Renewals Account Manager, and Technical Account Manager (if applicable). • Onboard and enable Distributors with Acronis sales and marketing tools and programs. • Align with Distributors for joint activities for new channel recruitment and enablement. • Ensure marketing execution planning and effective management of marketing budgets. • Create, implement, execute and oversee promotional and incentive campaigns through/with Distributor. • Effectively manage performance of individual sellers of Acronis on the Distributor’s sales team. • Evaluate sales performance and proactively address areas of deficiency through performance improvement plans. • Address partner-related issues, sales conflicts and pricing issues in a timely manner. • Manage and oversee Distributor sales pipeline and forecast. • Work with sales team to advance opportunities to closure, including Presales and support. • Deliver monthly, quarterly and annual Distributor forecast/pipeline and business activity to the Acronis sales management team. • Enter account/opportunity details in SalesForce and provide timely and regular updates including revenue, status, decision makers and next steps. • Grow incremental revenue/sales through the management of sales initiatives with Distributor. • Make a territory analysis and planning with Distributor(s) for dedicated geographies to identify top potential partners. • Stay current with latest developments in marketplace and competitor activities. • Enable data-driven decisions through return of investment oversight and analysis. • Drive and ensure compliance with Acronis programs, policies, processes, tools, and standard operating procedures.

🎯 Requirements

• Proven experience in a cyber security company demonstrating a strong understanding of industry practices and protocols is required. • Experience working directly at/with Distributors will be considered an advantage. • Bachelor’s degree or equivalent experience. • In-depth channel and field sales knowledge with understanding of the cloud market business model. • Ability to sell through others and high-energy personality to deliver results. • Proven record of success in achieving sales targets, and desire to perform in competitive industry. • Solid strategic business development, planning and acumen, along with strong tactical implementation sales skills. • Ability to navigate all altitudes within the partner org, from executives, line managers and individual sellers to marketers and specialists. • Ability to develop, implement, execute and manage an annual channel partner business plan. • Displays exceptional personal and business ethics and moral character. • Strong internal customer focus with desire to learn all aspects of the business. • Has strong functional, analytical and strategic thinking with project management skills. • Leadership skills and ability to describe market trends and develop and lead virtual sales teams. • Experience with Key Performance Indicators (KPI) and return on investment (ROI) oversight will be considered an advantage. • Regional travel may be required. Must be willing to travel, up to 50% of the time. • Self-motivated with a high level of discipline, attention to detail, and ability to meet deadlines in a fast-paced environment while still maintaining a high-level of accuracy. • Team-player with a positive attitude who thrives in a global environment, eager to do more and help out, views challenging situations as opportunities. • Comfortable with ambiguity and willingness to adapt to changes in responsibilities and strategies. • Strong presentational, communication, interpersonal, organizational, and time management skills. • Fluent in English and Italian. • Working knowledge of MS Office and CRM applications (Salesforce).

🏖️ Benefits

• Health insurance • Remote work options