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Distribution Account Manager

Acronis

Acronis

Sales & Business Development, Operations
Burlington, MA, USA
Posted on Wednesday, June 5, 2024

Acronis is a world leader in cyber protection—empowering people by providing them with cutting-edge technology that enables them to monitor, control, and protect the data that their businesses and lives depend on. We are looking for a Distribution Account Manager who is ready to join us in creating a #CyberFit future and protecting the digital world!

We are looking for an experienced Distribution Account Manager to join our Sales Americas team. The Distribution Account Manager position is responsible for managing the strategic relationships and driving our revenue and demand generation activity with Pax8. The Account Manager will work in close collaboration with the category and sales managers at the partner with the specific objective of increasing Acronis’ revenue, customer base and market share within that partner’s business. The Distribution Account Manager role is ideal for a top seller with strong strategic and tactical sales management skills. It requires a sales lead who can balance short-term sales activities with long-term strategic initiatives. The impact of decisions and actions taken locally may be felt globally due to the scale of Acronis’ largest partners.

Every member of our “A-Team” has an instrumental role and impact on the success of Acronis’ business, so we are looking for a highly-motivated individual who thrives in a fast-paced and high-volume, work environment. The ideal candidate for this position will not only possess the skills and experience required but will also possess a positive attitude and ability to solve complex problems and work in a fast-paced and rapidly changing environment. And just like every position at Acronis, the ideal candidate will embody all of our company values: responsive, alert, detail-oriented, makes decisions, and never gives up.

RESPONSIBILITIES:

  • This role will be responsible at a minimum for the following key business results:
    • Increased revenue for Consumer, OEM, Volume Licensing and Cloud in accordance with assigned sales goals.
    • Growth in territory customer reach, frequency and yield across both sales from run-rate and from managed pipeline
    • Accelerated revenue and license growth of strategic products and cloud storage IB
    • Growth in subscription as % of revenues and achievement of existing customer renewal/recapture rate
    • Partner Satisfaction
    • Bringing forecast accuracy and a predictable management model to our partners via effective territory sales management processes and discipline.
  • Specific functional areas for the role include:
    • Align with partners on go-to-market strategy for Acronis cloud-based solutions
    • Work effectively across segments (MSP, MSSP, CSP) and lines of business (Backup, Disaster Recovery, Endpoint Protection, Email Security) to maximize partner revenue potential
    • Partner executive level engagement and quarterly business reviews
    • Channel Incentive target setting in accordance with WW guidelines
    • Managing direct partner investments
    • Marketing execution planning and effective management of marketing budgets, train, and mentor the team
    • Lead sales execution and ensure engagement excellence
    • Weekly, Monthly and Quarterly sales management calls with partner category/sales manager following sales process guidance provided
    • Forecasting accurately expected revenues from run rates and managed pipeline
    • Ensure partner training and readiness goals have been completed
    • Effectively manage performance of individual sellers of Acronis on the partner’s sales team
    • Engage in initiatives to raise understanding and develop knowledge of the partner business
    • Proactively address areas of deficiency through individual development plans
    • Cultivate good management, cross-group orchestration, and organizational skills

REQUIREMENTS:

  • 5+ years of experience managing national and/or regional Channel Partners.
  • 8+ years of total channel sales/account management experience.
  • Bachelor’s degree or equivalent experience.
  • Ability to sell through others and high-energy personality to deliver results, both in terms of the quality and quantity or revenues.
  • A deep understanding of managed & unmanaged resellers, retailers and system builders, service providers and hosters, and other partner types within the Acronis ecosystem.
  • Proven history of attaining annual revenue targets through a partner territory of $2M to $5M+.
  • Strong infrastructure/systems/storage software or cloud services sales experience.
  • Solid strategic business development, planning and acumen, along with strong tactical implementation sales skills.
  • Strong executive presence, since this person will be the key single point of contact for executive communication and issue delegation from Acronis to our top partners and top partner executives.
  • Ability to navigate all altitudes within the partner org, from executives, line managers and individual sellers to marketers and specialists.
  • Excellent Channel Sales forecasting and modeling skills.
  • Ability to develop, implement, execute and manage an annual channel partner business plan.
  • Displays exceptional personal and business ethics and moral character.
  • Outstanding written and oral communication and presentation skills.
  • Detail oriented, with excellent planning and follow-up skills.
  • Working knowledge of MS Office; Management of daily activities through CRM applications.
  • Regional travel is required. Must be willing to travel on a frequent basis, up to 50% of the time.

WHO WE ARE

Acronis is revolutionizing cyber protection by unifying backup, disaster recovery, storage, next-generation anti-malware, and protection management into one solution. This all-in-one integration removes the complexity and risks associated with non-integrated solutions and offers easy, complete and reliable data protection for all workloads, applications, and systems across any environment—all at a low and predictable cost.

Founded in Singapore in 2003 and incorporated in Switzerland in 2008, Acronis now has more than 2,000 employees and offices in 34 locations worldwide. Its solutions are trusted by more than 5.5 million home users and 500,000 companies, and top-tier professional sports teams. Acronis products are available through over 50,000 partners and service providers in over 150 countries and 26 languages.

Our corporate culture is focused on making a positive impact on the lives of each employee and the communities in which we live. Mutual trust, respect, personal achievement, individual leadership, and a belief that we can contribute to the world everyday are the cornerstones of the Acronis Team.

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.

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