Sales Specialist - Distribution

Position Overview

Acronis is revolutionizing cyber protection by providing natively integrated, all-in-one solutions that monitor, control, and protect data. We are seeking an experienced Sales Specialist to join our Distribution team, supporting operational activities, strategic relationships, revenue growth, and demand generation with our classic license Distributors. This role is crucial for increasing Acronis’ revenue, reseller base, and market share for corporate cloud solutions.

Employment Type: Full-time Location: Colombia or El Salvador Team: LATAM and Americas Distribution

Responsibilities

• Salesforce Oversight: Oversee distribution sales teams' usage of Salesforce, ensuring accurate data entry, reporting, and adoption.
• Workflow Alignment: Collaborate with sales, marketing, and other business functions to streamline workflows and align processes with revenue goals.
• Relationship Management: Build and sustain relationships with key decision-makers and operational contacts at assigned Distributors.
• Evangelism & Enablement: Support driving evangelism and knowledge management at the Distributor level through tailored onboarding, training, and enablement programs.
• Go-to-Market Strategy: Partner with Distributors to build Go-to-Market strategies for on-premise and cloud-based solutions, driving engagement through effective business planning and execution.
• Sales Management: Facilitate and coordinate weekly, monthly, and quarterly sales management calls and business reviews with Distributor category/sales managers.
• Cross-Segment Collaboration: Work effectively across segments (Consumer, Corp, OEM) and lines of business to maximize partner revenue potential.
• Onboarding & Tools: Support onboarding and enabling Distributors with Acronis sales and marketing tools and programs.
• Channel Recruitment: Align with Distributors for joint activities focused on new channel recruitment and enablement.
• Marketing Execution: Ensure marketing execution planning and effective management of marketing budgets.
• Promotional Campaigns: Create, implement, execute, and oversee promotional and incentive campaigns through/with Distributors.
• Performance Management: Evaluate sales performance and proactively address areas of deficiency through performance improvement plans.
• Issue Resolution: Address partner-related issues, sales conflicts, and pricing issues in a timely manner.
• Pipeline & Forecast Management: Manage and oversee Distributor sales pipeline and forecast.
• Opportunity Advancement: Work with the sales team to advance opportunities to closure, including Presales and support.
• Reporting: Deliver monthly, quarterly, and annual Distributor forecast/pipeline and business activity reports to Acronis sales management.
• Revenue Growth: Grow incremental revenue/sales through the management of sales initiatives with Distributors.
• Territory Analysis: Conduct territory analysis and planning with Distributors to identify top potential partners in dedicated geographies.
• Market Awareness: Stay current with the latest developments in the marketplace and competitor activities.
• ROI Analysis: Enable data-driven decisions through return on investment oversight and analysis.
• Compliance: Drive and ensure compliance with Acronis programs, policies, processes, tools, and standard operating procedures.

Key Performance Indicators (KPIs)

• Incremental revenue
• Churn rate (% of partners leaving the program)
• Service provider and reseller reach
• Distributor enablement status
• Acronis services attach rate

What You Bring (Experience & Qualifications)

• Experience in sales within SaaS/technology/cybersecurity.
• 3+ years of total channel sales/development/account management experience.
• Experience working directly at/with Distributors is considered desirable.
• Ability to sell through others.
• High-energy personality to deliver results.
• Proven record of success.