Senior Distribution Account Manager

2 months ago

London, Greater London, United Kingdom Acronis Full time

About Acronis

Acronis is a global leader in cyber protection, providing natively integrated cybersecurity, data protection, and endpoint management solutions for businesses and individuals.

Job Summary

We are seeking a highly experienced Senior Distribution Account Manager to join our team. As a key member of our Sales Channel Management organization, you will be responsible for managing a portfolio of distributors and driving business growth through effective channel management.

Key Responsibilities

  • Act as the primary point of contact for distributors, providing executive communication, day-to-day business operations, and business development support.
  • Build and sustain relationships with key decision-makers and operational contacts on distributors under your responsibility.
  • Develop and execute tailored onboarding, training, and enablement programs to drive evangelism and knowledge management on distributors' end.
  • Partner with distributors to build a go-to-market strategy for on-premise and cloud-based solutions, driving 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 distributors' 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 recruiters, partner success managers, regional marketing managers, solution engineers, renewals account managers, and technical account managers (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/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 teams 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 distributors.
  • Make a territory analysis and planning with distributors for dedicated geographies to identify top potential partners.
  • Stay current with the latest developments in the marketplace and competitor activities.
  • Enable data-driven decisions through return on 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 cybersecurity company demonstrating a strong understanding of industry practices and protocols.
  • 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 a 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.
  • Working knowledge of MS Office and CRM applications (Salesforce).
  • Passion and commitment to succeed by working hard and never giving up.

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