Distribution Account Manager
Senior

Descrizione della Posizione Lavorativa

Application process: The application is handled on our partner site, Workday, where you will need to log in or create an account to apply.

About Acronis: Acronis is a global leader in cyber protection, providing integrated solutions that monitor, control and protect critical data for businesses and individuals. Driven by the goal to protect every workload, Acronis offers an all-in-one cyber protection platform.

Role overview

We are seeking a Distribution Account Manager to support our mission to protect the digital world. In this role you will be the primary contact for assigned Distributors, managing executive communication, daily operations, business and technology development across the relevant lines of business.

Key responsibilities

• Act as primary point of contact for Distributors on executive and operational matters.
• Develop and maintain relationships with key decision makers and operational contacts at Distributors.
• Drive evangelism and knowledge transfer by delivering tailored onboarding, training and enablement programs.
• Partner with Distributors to build Go‑to‑Market strategies for on‑premise and cloud solutions and execute annual/quarterly plans.
• Facilitate weekly, monthly and quarterly sales management calls and business reviews following sales process guidance.
• Increase Acronis market share by adding new logos and leveraging Distributor reach among service providers and resellers.
• Coordinate across segments (Consumer, Corp, OEM) and lines of business to maximize partner revenue.
• Build and lead a virtual cross‑functional account team (Sales Recruiter, Partner Success Manager, Regional Marketing Manager, Solution Engineer, Renewals Account Manager, Technical Account Manager where applicable).
• Onboard Distributors to Acronis sales and marketing tools; plan and manage marketing budgets and promotional/incentive campaigns.
• Manage performance of Acronis sellers within Distributor teams and implement performance improvement plans when required.
• Resolve partner issues, sales conflicts and pricing matters promptly.
• Oversee Distributor sales pipeline and forecast; work with sales to advance opportunities to closure including Presales support.
• Maintain account/opportunity records in Salesforce with timely updates on revenue, status, decision makers and next steps.
• Perform territory analysis with Distributor(s) to identify top potential partners and grow incremental revenue through targeted initiatives.
• Monitor marketplace and competitor activity and enable data‑driven decisions via ROI oversight and analysis.
• Ensure compliance with Acronis programs, policies, processes, tools and standard operating procedures.

Key performance indicators (KPIs)

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

Qualifications and what you bring

• Proven experience in a cybersecurity company with solid understanding of industry practices and protocols (required).
• Experience working directly with Distributors is an advantage.
• Bachelor's degree or equivalent experience.
• Deep knowledge of channel and field sales and an understanding of the cloud market business model.
• Ability to sell through others, high energy and a record of meeting sales targets in a competitive environment.
• Strong strategic business development, planning and tactical sales implementation skills.
• Capability to interact across all partner organization levels: executives, managers, individual sellers, marketers and specialists.
• Experience developing and managing annual channel partner business plans.
• High ethical standards and strong internal customer focus with a desire to learn the business.
• Functional, analytical and strategic thinking skills with project management experience.
• Leadership ability to describe market trends and lead virtual sales teams.
• Familiarity with KPI and ROI oversight is an advantage.
• Regional travel may be required; must be willing to travel up to 50% of the time.
• Self‑motivated, disciplined, detail‑oriented, able to meet deadlines in a fast‑paced environment while maintaining accuracy.
• Team player with a positive attitude, comfortable with ambiguity and adaptable to changing responsibilities.

Location: Reggio Emilia, Italy.

Requisiti

Proven experience in cybersecurity (required); experience with Distributors preferred; Bachelor's degree or equivalent; strong channel and field sales knowledge; ability to travel up to 50%.