Distribution Account Manager

📋 Description

• Serve as the primary point of contact for Distributors concerning executive communication, daily business operations, and the development of business and technology within respective business lines.

• Cultivate and maintain relationships with key decision-makers and operational contacts among assigned Distributors.

• Promote knowledge management and advocacy on the Distributor’s side by implementing customized onboarding, training, and enablement programs.

• Collaborate with Distributors to develop a Go-to-Market strategy for both on-premise and cloud-based solutions, enhancing engagement through effective annual and quarterly business planning and execution.

• Organize and facilitate weekly, monthly, and quarterly sales management calls and business reviews with each Distributor category/sales manager, adhering to the sales process guidance provided.

• Secure and expand Acronis' market share by acquiring new logos and utilizing Distributor's reach in the service provider and reseller sectors.

• Work efficiently across segments (Consumer, Corp, OEM) and business lines to optimize partner revenue potential.

• Assemble and lead a virtual cross-functional Account Team to provide an exceptional partner experience, consisting of a Sales Recruiter, Partner Success Manager, Regional Marketing Manager, Solution Engineer, Renewals Account Manager, and Technical Account Manager (if applicable).

• Onboard and equip Distributors with Acronis sales and marketing tools and programs.

• Collaborate with Distributors on joint initiatives for new channel recruitment and enablement.

• Oversee marketing execution planning and the effective management of marketing budgets.

• Develop, implement, execute, and supervise promotional and incentive campaigns in coordination with Distributors.

• Efficiently manage the performance of individual sellers within the Acronis team on the Distributor’s sales team.

• Assess sales performance and proactively address areas needing improvement through performance enhancement plans.

• Resolve partner-related issues, sales conflicts, and pricing concerns promptly.

• Manage and supervise the Distributor sales pipeline and forecasts.

• Collaborate with the sales team to drive opportunities to closure, including presales support.

• Provide monthly, quarterly, and annual Distributor forecasts/pipeline and business activity reports to the Acronis sales management team.

• Enter account/opportunity information into Salesforce and deliver timely updates on revenue, status, decision-makers, and next steps.

• Increase incremental revenue/sales through the management of sales initiatives with Distributors.

• Conduct territory analysis and planning with Distributors for designated regions to identify top potential partners.

• Stay abreast of the latest market trends and competitor activities.

• Enable data-driven decision-making through return on investment oversight and analysis.

• Ensure adherence to Acronis programs, policies, processes, tools, and standard operating procedures.

⛳️ Requirements

• Demonstrated experience in a cybersecurity company with a robust understanding of industry practices and protocols is essential.

• Direct experience working with Distributors is considered a plus.

• A Bachelor’s degree or equivalent experience is required.

• Comprehensive channel and field sales knowledge, along with a grasp of the cloud market business model.

• Capability to sell through others and a dynamic personality to achieve results.

• Proven track record of meeting sales targets and a strong desire to excel in a competitive industry.

• Strong strategic business development skills, planning acumen, and effective tactical implementation sales capabilities.

• Proficiency in navigating various levels within the partner organization, from executives to individual sellers, marketers, and specialists.

• Ability to create, implement, execute, and manage an annual channel partner business plan.

• Exhibits exceptional personal and professional ethics and moral character.

• Strong internal customer focus and a desire to understand all facets of the business.

• Possesses strong functional, analytical, and strategic thinking abilities along with project management skills.

• Leadership skills with the capacity to articulate market trends and develop and lead virtual sales teams.

• Experience with Key Performance Indicators (KPI) and return on investment (ROI) oversight is advantageous.

• Willingness to travel regionally, up to 50% of the time.

• Self-driven with a high level of discipline, attention to detail, and the ability to meet deadlines in a fast-paced environment while maintaining accuracy.

• A team player with a positive outlook who thrives in a global setting, eager to take initiative and assist others, viewing challenges as opportunities.

• Comfortable with ambiguity and adaptable to changes in responsibilities and strategies.

• Strong presentation, communication, interpersonal, organizational, and time management skills.

• Proficient in English and Italian.

• Familiarity with MS Office and CRM applications (Salesforce) is required.

🏝️ Benefits

• Health insurance

• Remote work options