Distribution Account Manager
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Job Description
Distribution Account Manager driving engagement with distributors for Acronis, a leader in cyber protection. Managing sales strategies, performance, and compliance across business lines.
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.
- Key KPIs for the position: incremental revenue, churn rate (% of partners leaving the program), service provider and reseller reach, Distributors’ enablement status, and Acronis services attach rate.
Requirements:
- Proven experience in a cyber security company demonstrating a strong understanding of industry practices and protocols is required.
- Experience working directly at/with Distributors will be considered an advantage
- Bachelor’s degree or equivalent experience
- 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 and Italian
- Working knowledge of MS Office and CRM applications (Salesforce)
Benefits:
- Please submit your resume and application in English
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