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Full-Time

Distribution Account Manager

Confirmed live in the last 24 hours

Acronis

Acronis

1,001-5,000 employees

Secure file sync and share solution

Crypto & Web3

Senior, Expert

Burlington, MA, USA

Category
Field Sales
Strategic Account Management
Sales & Account Management
Required Skills
Sales
Communications
Management
Marketing
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.
Responsibilities
  • 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.
  • 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

Acronis Cyber Files is a secure file sync and share solution that enables remote collaboration and access to company files on any device, with support for mobile, Mac, PC, and web platforms. It offers sophisticated security controls, integration with Active Directory, and encryption for data protection, while supporting access to corporate file servers, NAS, SharePoint, and CMIS.

Company Stage

Series A

Total Funding

$941.2M

Headquarters

Schaffhausen, Switzerland

Founded

2003

Growth & Insights
Headcount

6 month growth

-4%

1 year growth

-9%

2 year growth

-1%

Benefits

Medical, dental, &vision insurance plans

Life Insurance, STD and LTD policies

401(k) retirement plan and company match

Corporate rates and discounts

Competitive package

Flexible working hours

3+ weeks of PTO and 10 paid holidays

Smart casual dress code

Free snacks and drinks

Office social events