Full-Time

Senior Distribution Account Manager

Nordics

Confirmed live in the last 24 hours

Acronis

Acronis

1,001-5,000 employees

Data protection and cybersecurity solutions provider

Cybersecurity
AI & Machine Learning

Senior

London, UK

Regional travel may be required, up to 50% of the time.

Category
Strategic Account Management
Sales & Account Management
Required Skills
Salesforce
Requirements
  • Proven experience in a cyber security company demonstrating a strong understanding of industry practices and protocols is required
  • 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 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
Responsibilities
  • Act as the first and main point of contact for Distributors with regards to executive communication, day-to-day business operations as well as business and technology development within respective business lines.
  • Build and sustain relationship with key decision makers and operational contacts on Distributors under responsibility
  • Drive and ensure evangelism and knowledge management on Distributor’s end through rolling out tailored onboarding, training, and enablement programs.
  • Partner with Distributors on building a Go-to-Market strategy for on-premise and cloud-based solutions and drive engagement through effective annual and quarterly business planning and execution.
  • Facilitate and drive weekly, monthly and quarterly sales management calls and business reviews with each Distributor category/sales manager following sales process guidance provided.
  • Secure and expand Acronis share of wallet through adding new logos and leveraging Distributor’s 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 consisting of Sales Recruiter, Partner Success Manager, Regional Marketing Manager, Solution Engineer, Renewals Account Manager, and Technical Account Manager (if applicable).
  • Onboard and enable Distributors with Acronis sales and marketing tools and programs.
  • Align with Distributors for joint activities for 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/with Distributor.
  • Effectively manage performance of individual sellers of Acronis on the Distributor’s sales team.
  • 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 Distributor sales pipeline and forecast.
  • Work with sales team to advance opportunities to closure, including Presales and support
  • Deliver monthly, quarterly and annual Distributor forecast/pipeline 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 the management of sales initiatives with Distributor.
  • Make a territory analysis and planning with Distributor(s) for dedicated geographies to identify top potential partners.
  • Stay current with latest developments in marketplace and competitor activities.
  • Enable data-driven decisions through return of investment oversight and analysis.
  • Drive and ensure compliance with Acronis programs, policies, processes, tools, and standard operating procedures.

Acronis provides solutions that combine data protection and cybersecurity to address various challenges related to safety, accessibility, privacy, authenticity, and security. Their products include antivirus software, backup services, disaster recovery options, and endpoint protection management. Acronis also utilizes AI for antimalware and blockchain technology for data authentication, ensuring that data, applications, and systems are safeguarded in any environment. What sets Acronis apart from its competitors is its comprehensive approach to cyber protection, which is trusted by over 5.5 million home users and 500,000 companies, including all Fortune 1,000 companies. The goal of Acronis is to deliver reliable and effective solutions that protect users' data and systems across the globe.

Company Stage

Series A

Total Funding

$941.2M

Headquarters

Schaffhausen, Switzerland

Founded

2003

Growth & Insights
Headcount

6 month growth

-1%

1 year growth

-8%

2 year growth

-9%
Simplify Jobs

Simplify's Take

What believers are saying

  • Acronis's partnerships, such as with Stellar Cyber and Mulberri, enhance their service offerings and market reach.
  • The introduction of the XDR solution for MSPs demonstrates Acronis's commitment to innovation and addressing market needs.
  • Recognition by AV-Test and inclusion in the CRN Data Center 50 list bolster Acronis's reputation and credibility in the cybersecurity industry.

What critics are saying

  • The cybersecurity market is highly competitive, with constant innovation required to stay ahead of threats and competitors.
  • Integration of new technologies and partnerships, like those with Stellar Cyber and Mulberri, may pose operational challenges.

What makes Acronis unique

  • Acronis uniquely combines data protection and cybersecurity into a unified solution, addressing SAPAS (Safety, Accessibility, Privacy, Authenticity, Security) challenges comprehensively.
  • Their AI-based antimalware and blockchain-based data authentication technologies set them apart from traditional cybersecurity firms.
  • Acronis's extensive global reach, with products available in over 150 countries and 40 languages, provides a significant competitive edge.

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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