Enterprise Account Executive – OT

🕒 April 24

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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

• Drive sales growth by actively engaging with partners and end customers in complex industrial environments, ensuring sales targets are consistently met or exceeded. • Establish and manage relationships with key channel partners, with heavy focus on the industrial automation channel including ICS manufacturers and their control system integrator channel. • Provide partners with the training, tools, and resources they need to effectively position and sell our industrial cybersecurity solutions. • Collaborate with partners to develop joint business plans, set revenue targets, and identify new market opportunities. • Stay abreast of industry trends, competitive landscape, and emerging threats in industrial cybersecurity, and use this knowledge to inform go-to-market strategies. • Work closely with internal teams, including product management, marketing, and engineering, to align solutions with customer and partner needs. • Monitor and report on key performance indicators, such as partner sales pipeline, revenue contributions, and program effectiveness.

🎯 Requirements

• 5+ years in channel sales, business development, or a related role, preferably in the industrial cybersecurity or technology sector. • Proven experience in a cyber security company demonstrating a strong understanding of industry practices and protocols is required. • Deep understanding of industrial cybersecurity, including key technologies, market challenges, and regulatory requirements (e.g., NIST, IEC 62443). • Proven track record of achieving or exceeding sales targets through channel strategies. • Strong ability to develop and maintain long-term professional relationships with partners and customers. • Familiarity with cybersecurity solutions, OT/IT convergence, and industrial control systems (ICS). • Excellent presentation, negotiation, and interpersonal skills.

🏖️ Benefits

• Health insurance • Paid time off • Flexible working hours • Professional development opportunities