Senior Distribution Account Manager

Acronis is a global leader in cyber protection, providing innovative solutions that safeguard data and applications across any environment. We are seeking a highly skilled Distributor Account Manager to join our team and drive business growth through strategic partnerships.

Key Responsibilities:

• Act as the primary point of contact for distributors, providing executive communication, day-to-day business operations, and business development support.
• Build and maintain strong relationships with key decision-makers and operational contacts at distributors.
• Develop and execute tailored onboarding, training, and enablement programs to drive distributor knowledge and adoption.
• Partner with distributors to build a go-to-market strategy for on-premise and cloud-based solutions, driving engagement through effective annual and quarterly business planning.
• Facilitate and drive sales management calls and business reviews with distributors, following sales process guidance.
• Secure and expand Acronis' share of wallet through adding new logos and leveraging distributors' 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.
• Onboard and enable distributors with Acronis sales and marketing tools and programs.
• Align with distributors for joint activities, 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 distributors.
• Effectively manage performance of individual sellers of Acronis on distributors' sales teams.
• 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 distributors' sales pipelines and forecasts.
• Work with sales teams to advance opportunities to closure, including presales and support.
• Deliver monthly, quarterly, and annual distributor forecasts, pipelines, 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 management of sales initiatives with distributors.
• Make territory analysis and planning with distributors for dedicated geographies to identify top potential partners.
• Stay current with the latest developments in the marketplace and competitor activities.
• Enable data-driven decisions through return on investment oversight and analysis.
• Drive and ensure compliance with Acronis programs, policies, processes, tools, and standard operating procedures.
• Key KPIs for the position: incremental revenue, churn rate, service provider and reseller reach, distributors' enablement status, and Acronis services attach rate.

Requirements:

• Proven experience in a cyber security company, demonstrating a strong understanding of industry practices and protocols.
• 7+ years of total channel sales/development/account management experience.
• Experience working directly at/with distributors will be considered an advantage.
• 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 a 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, ability in Scandinavian language will be considered an advantage.
• Working knowledge of MS Office and CRM applications (Salesforce).
• Passion and commitment to succeed by working hard and never giving up.

About Acronis:

Acronis is a global cyber protection company that provides natively integrated cybersecurity, data protection, and endpoint management for managed service providers (MSPs), small and medium businesses (SMBs), enterprise IT departments, and home users. Our all-in-one solutions are highly efficient and designed to identify, prevent, detect, respond, remediate, and recover from modern cyberthreats with minimal downtime, ensuring data integrity and business continuity. We offer the most comprehensive security solution on the market for MSPs with our unique ability to meet the needs of diverse and distributed IT environments.

A Swiss company founded in Singapore in 2003, Acronis offers over twenty years of innovation with 15 offices worldwide and more than 1800 employees in 50+ countries. Acronis Cyber Protect is available in 26 languages in 150 countries and is used by over 20,000 service providers to protect over 750,000 businesses.

Our corporate culture is focused on making a positive impact on the lives of each employee and the communities we serve. Mutual trust, respect, and belief that we can contribute to the world every day are the cornerstones of our team. Each member of our 'A-Team' plays an instrumental role in driving the success of our innovative and expanding business. We seek individuals who excel in dynamic, global environments and have a never-give-up attitude, contributing to our collective growth and impact.

Acronis is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, marital status, national origin, physical or mental disability, medical condition, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, gender identity or expression, or any other characteristic protected by applicable laws, regulations, and ordinances.