Acronis is a world leader in cyber protection—empowering people by providing them with cutting-edge technology that enables them to monitor, control, and protect the data that their businesses and lives depend on.
As the Head of Strategic Account Management UKI, you will be responsible for leading and managing the team responsible for the most strategic Service Providers for Acronis in your region as well as managing you own list of strategic accounts. The ideal candidate will have a strong background in Cyber Security and IT, demonstrate leadership qualities, and have a proven track record of successfully managing large and important accounts directly and via a team of sales professionals. This individual will need to work in close collaboration with their account management team as well as the functional leaders who have various responsibilities across the global organization. The most important objective starts with increasing Acronis’ revenue with these partners, but is driven from the bottoms up through customer acquisition, workload adoption, and cross selling of all Acronis solutions. This role is ideal for an individual with a strong strategic and tactical sales management skills. It requires a sales leader who can balance short-term sales activities with long-term strategic initiatives.
WHAT YOU'LL DO
- Develop and implement a strategic 12 month plan for growing top-tier service providers in your region
- Evaluate not just the account potential, but the overall market potential for Acronis services in your given territory. Stay up-to-date on industry trends and changes in order to identify new opportunities for service provider partnerships
- Work closely with Regional Marketing Managers to develop marketing campaigns with the Marketing team to target specific SPs in your region and build plans that demonstrate clear ROI
- Work with General Managers in your region to align on regional strategy
- Run events across region to enable SPs to expand their usage of Acronis
- Maintain an excellent level of technical expertise within the Strategic Partner Account Management team
- Establish relationships with key decision makers at Strategic Service Providers
- Negotiate various contracts, including upgrades, with service providers
- For partners that are involved in the #TeamUp program, align with the key stakeholders in your regions and counterparts within the service provider to ensure all assets are leveraged
- Monitor and evaluate the performance of Strategic Partner Account Management team to ensure they meet the company's standards
- Work closely with internal teams to identify and address any issues or concerns with service providers
- Grow incremental Annual Recurring Revenue/sales through the management of sales initiatives
- Align closely with teams responsible for training, on-boarding, and enablement of new/prospective service providers – including the Strategic Partner Account Managers
- Expected to deliver monthly, quarterly and annual partner forecast/pipeline and business activity to the Acronis sales management team.
- Create, implement, execute and manage marketing and promotional campaigns and activity through each Service Provider partner
- Develop & manage all business planning aspects to drive tight alignment with managed partners
- Be involved in conducting Quarterly Business Reviews and Quarterly Business Planning Sessions with assigned SP partners
- Monitor Acronis Partner Passports to ensure accurate data about each Service Provider leveraging Customer Relationship Management tools
- Enable cross functional cooperation between Sales, Marketing, Professional Services, Acronis Academy, and other teams including Acronis executives as necessary
- Establish regular cadence and rhythm of business with your team and align with all strategic service providers
- Communicate across multiple departments (sales, marketing, finance, business development, engineering, virtualization business and operations) to ensure effective account penetration management, and corporate communication.
- Work with Strategic Partner Account managers to help them enable Strategic Partners to sell to their existing base of customers to increase adoption of Acronis Cyber Protection services
WHAT YOU BRING (EXPERIENCE & QUALIFICATIONS)
- Must have is relevant experience in cyber security sales -experience in backup, disaster recovery, RMM/PSA and/or closely related cloud technologies would be beneficial
- 5+ years of total large account management experience
- 3+ years of experience managing high-performance sales teams
- Bachelor’s Degree or relevant work experience
- Self-starter and independent, high-energy culture we are looking for impact players
- Hybrid position, need to be very aggressive at establishing relationships with new providers
- Solid strategic business development, planning and acumen, along with strong tactical implementation sales skills
- Must have the technical understanding and competency to deliver a sales and product training on the Acronis software solutions, based around product positioning and client technical requirements
- Excellent Sales forecasting and modeling skills
- Proven track record of succeeding in a highly-leveraged channel sales environment, where leadership of the channel drives sales from an inside sales/lead development team
- Outstanding written and oral communication and presentation skills
- Detail oriented, with excellent planning and follow-up skills
- Working knowledge of MS Office and Management of daily activities through CRM applications including Sales Force
- Displays exceptional personal and business ethics and moral character
- Regional travel is required in the role. Must be willing to travel on a frequent basis as required
- 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
- Outstanding organizational, problem solving, and multi-tasking skills
- Team-player and positive attitude, eager to do more and help out, views challenging situations as opportunities
- Self-motivated, proactive, and able to work with minimal supervision
- Passion and commitment to succeed by working hard and never giving up
WHO WE ARE
Acronis is revolutionizing cyber protection by unifying backup, disaster recovery, storage, next-generation anti-malware, and protection management into one solution. This all-in-one integration removes the complexity and risks associated with non-integrated solutions and offers easy, complete and reliable data protection for all workloads, applications, and systems across any environment—all at a low and predictable cost.
Founded in Singapore in 2003 and incorporated in Switzerland in 2008, Acronis now has more than 2,000 employees and offices in 34 locations worldwide. Its solutions are trusted by more than 5.5 million home users and 500,000 companies, and top-tier professional sports teams. Acronis products are available through over 50,000 partners and service providers in over 150 countries and 26 languages.
Our corporate culture is focused on making a positive impact on the lives of each employee and the communities in which we live. Mutual trust, respect, personal achievement, individual leadership, and a belief that we can contribute to the world everyday are the cornerstones of the Acronis Team.
Acronis is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, marital status, national origin, physical or mental disability, medical condition, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, gender identity or expression, or any other characteristic protected by applicable laws, regulations and ordinances.
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