Distributor Account Manager

Employment Type: Full time

Position Overview

Acronis is revolutionizing cyber protection by providing natively integrated, all-in-one solutions that monitor, control, and protect the data that businesses and lives depend on. We are looking for a Distributor Account Manager to join our mission to create a #CyberFit future and protect all data, applications, and systems across any environment. As the Distributor Account Manager, you will bring experience in Channel Management and Business Development with a focus on Distribution management. You will work as part of the Sales Channel Management organization, acting as an important member of a diverse, global team and managing a portfolio of Distributors. As the DAM, you will act as the first point of contact and will actively drive and participate in quarterly and annual business planning and execution to obtain business objectives and drive Acronis’ reach and adoption rate through Distributors to the market.

Responsibilities

• Build and maintain relationships with distributor decision-makers and operational contacts.
• Develop and execute tailored onboarding, training, and enablement programs for distributors.
• Collaborate with distributors on Go-to-Market strategies and drive annual/quarterly business planning.
• Conduct regular sales management calls and business reviews to align on objectives.
• Expand Acronis market presence by acquiring new partners and optimizing distributor reach.
• Coordinate cross-functional teams to deliver exceptional partner experiences.
• Oversee distributor sales performance, providing guidance and improvement plans as needed.
• Manage and report distributor sales pipelines, forecasts, and business activities via Salesforce.
• Plan and execute joint channel recruitment, enablement, and marketing activities.

Requirements

• Proven experience in a cyber security company demonstrating a strong understanding of industry practices and protocols is required.
• 5+ years of total channel sales/development/account management experience.
• 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.
• Solid strategic business development, planning, and acumen, along with strong tactical implementation sales skills.
• Ability to develop, implement, execute, and manage an annual channel partner business plan.
• Strong internal customer focus with a desire to learn all aspects of the business.
• Has strong functional, analytical, and strategic thinking with project management skills.
• 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.
• Comfortable with ambiguity and willingness to adapt to changes in responsibilities and strategies.
• Strong presentational, communication, interpersonal, organizational, and time management skills.
• Working knowledge of MS Office and CRM applications (Salesforce).
• Passion and commitment to succeed by working hard and never giving up.
• Native Spanish, Fluent English.

Company Information

Acronis is a global cyber protection company that provides natively integrated cybersecurity, data protection, and endpoint management for managed service providers (MSPs), small and medium businesses (SMBs), enterprise IT departments, and home users. Our all-in-one solutions are highly efficient and designed to identify, prevent, detect, respond, remediate, and recover from modern cyberthreats with minimal downtime, ensuring data integrity and business continuity. We offer the most comprehensive security solution on the market for MSPs with our unique ability to meet the needs of diverse and distributed IT environments. A Swiss company founded in Singa.