Senior Distribution Account Manager

3 weeks ago

Copenhagen, Copenhagen, Denmark Acronis Full time

About the Role:

We are seeking a highly skilled Cybersecurity Distributor Account Manager to join our team at Acronis. 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 strategic partnerships.

Responsibilities:

  • Act as the first 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 implement tailored onboarding, training, and enablement programs to drive evangelism and knowledge management on Distributor's 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 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 the latest developments in the 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.

About You:

We are looking for a highly motivated and experienced professional with a strong understanding of the cybersecurity industry and channel sales development. The ideal candidate will have 7+ years of total channel sales/development/account management experience, with a proven record of success in achieving sales targets.

The successful candidate will be able to navigate all altitudes within the partner org, from executives, line managers, and individual sellers to marketers and specialists. They will have strong functional, analytical, and strategic thinking with project management skills, leadership skills, and the ability to describe market trends and develop and lead virtual sales teams.

Fluency in English is required, and proficiency in Scandinavian languages will be considered an advantage. Working knowledge of MS Office and CRM applications (Salesforce) is also essential.

Acronis is an equal opportunity employer, and we welcome applications from diverse candidates who share our passion for innovation and cybersecurity.

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