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 Distribution Account Managerto join our mission to create a #CyberFit future and protect all data, applications and systems across any environment.

The Distribution Account Manager position is responsible for managing the strategic relationships and driving our revenue and demand generation activity with our distribution partners. The Account Manager will work in close collaboration with the category and sales managers 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.

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 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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