Acronis is revolutionizing cyber protection—providing natively integrated, all-in-one solutions that monitor, control, and protect the data that businesses and lives depend on. We are looking for a Distributor and Strategic Partner Account Manager to join our mission to create a #CyberFit future and protect all data, applications and systems across any environment.

As a Distributor Account Manager, you will focus on Channel and Distribution Management, managing a portfolio of distributors and serving as their primary contact. You will lead business planning and execution, expanding Acronis’ market reach and accelerating growth through strategic distributor partnerships.

Your role includes recruiting and managing high-growth Service Providers and fostering their success in collaboration not only with them but also with distributors. Additionally, as Service Provider Recruit and Management, you will identify, recruit, and manage top-tier IT service providers, leveraging expertise in partner acquisition, management, and go-to-market strategies to drive business success.

WHAT YOU'LL DO

• Identify and evaluate large potential service providers in the IT field (Potential to grow $100k ARR+)
• Work with Executive Adviser, General Manager and marketing team to develop campaigns and leads in your region
• Work with Sports team to target specific SPs with #TeamUp program
• Develop Named list of target accounts in region
• Manage the whole sales cycle: qualifying the lead, converting it to opportunity, doing demo sessions, negotiating, closing the contract and business growth with recruited Service Providers
• Identify and recruit high-potential IT service providers (targeting $100K+ ARR) through targeted outreach and campaign support.
• Develop and manage a named list of target accounts and lead the full sales cycle from lead qualification to deal closure and post-sale growth.
• Collaborate with internal teams (Executive Advisor, GM, Marketing, Sports team) to execute regional campaigns, events, and the #TeamUp program.
• Establish and maintain strong relationships with key decision-makers at service providers and distributors.
• Drive partner onboarding, enablement, and training programs tailored for distributors and service providers.
• Plan and execute joint go-to-market strategies, quarterly and annual business plans, and promotional campaigns with distributors.
• Oversee and forecast distributor pipeline and sales performance; proactively address performance gaps.
• Coordinate virtual cross-functional teams (e.g., Sales, Marketing, Technical) to ensure a seamless partner experience.
• Track and report progress using Salesforce, including updates on opportunities, revenue, decision-makers, and next steps.
• Manage channel conflicts, pricing issues, and partner-related concerns promptly.
• Monitor partner performance, ensure compliance with Acronis standards, and drive continuous improvement.
• Stay informed on market trends, competitor activity, and emerging partner opportunities.
• Conduct territory analysis and planning with distributors to identify and grow top-performing partners.
• Support marketing execution, ROI tracking, and effective use of marketing budgets.
• Ensure alignment with Acronis policies, tools, and processes.
• Achieve KPIs including: incremental revenue growth, partner retention, distributor enablement, partner reach, and services attach rate.

WHAT YOU BRING (EXPERIENCE & QUALIFICATIONS)

• Over 10 years of experience in IT vendor and channel management, including 5+ years in cybersecurity, with a proven track record in partner development, account management, and distributor engagement.
• Deep understanding of IT infrastructure, cloud business models, and the service provider ecosystem, including market dynamics, partner pain points, and competitive landscape.
• Strong expertise in sales pipeline management, lead prioritization, and closing strategies—utilizing various channels such as LinkedIn, distribution partners, and social media.
• Demonstrated ability to develop and execute annual channel business plans, achieve sales targets, and lead virtual cross-functional teams across sales, marketing, and technical functions.
• Excellent negotiation, communication, and interpersonal skills, with the ability to build trust and rapport across all levels of partner organizations, from executives to field reps.
• Skilled in strategic planning, project management, and data-driven decision making, including KPI and ROI analysis.
• High level of customer-centricity, adaptability, and self-motivation; able to work independently in fast-paced, ambiguous environments while balancing multiple tasks.
• Strong ethical standards and team-first mindset, with a proactive and positive attitude toward challenges and change.
• Proficient in Salesforce CRM and MS Office applications.
• Native Japanese speaker with business-level English proficiency.
• Willing to travel up to 50% regionally.
• Bachelor’s degree in Computer Science or related field (or equivalent experience).

WHO WE ARE

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 everyday 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.

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