Distribution Account Manager
Senior

Descrizione della Posizione Lavorativa

Application process: applications are handled via our partner portal (Workday) and require you to log in or create an account.

About Acronis: Acronis is a global leader in cyber protection, providing an integrated platform that monitors, controls and safeguards the data businesses and people rely on. We deliver an all‑in‑one cyber protection solution and are hiring a Distribution Account Manager to help protect the digital world.

Key responsibilities

• Act as the first and main point of contact for Distributors for executive communications, daily operations and business/technology development within assigned business lines.
• Build and maintain relationships with key decision makers and operational contacts at assigned Distributors.
• Drive evangelism and knowledge transfer at Distributor side by rolling out tailored onboarding, training and enablement programs.
• Partner with Distributors to define and execute Go‑to‑Market strategies for on‑premise and cloud solutions, using annual and quarterly business plans.
• Facilitate and lead weekly, monthly and quarterly sales management calls and business reviews per Distributor category/sales manager following provided sales process guidance.
• Secure and grow Acronis share of wallet by adding new logos and leveraging Distributor reach into service provider and reseller channels.
• Work across segments (Consumer, Corp, OEM) and lines of business to maximize partner revenue potential.
• Build and coordinate a virtual cross‑functional Account Team (Sales Recruiter, Partner Success Manager, Regional Marketing Manager, Solution Engineer, Renewals Account Manager, Technical Account Manager where applicable) to deliver a high‑quality partner experience.
• Onboard and enable Distributors with Acronis sales and marketing tools and programs; align on joint activities for channel recruitment and enablement.
• Plan and manage marketing execution and budgets; create, implement and oversee promotional and incentive campaigns through/with Distributors.
• Manage and evaluate performance of individual Acronis sellers within Distributor teams; implement performance improvement plans when needed.
• Address partner issues, sales conflicts and pricing matters promptly.
• Manage Distributor sales pipeline and forecast; work with sales to advance opportunities to closure, including Presales and support.
• Deliver monthly, quarterly and annual Distributor forecasts, pipeline and business activity to Acronis sales management.
• Enter and update account/opportunity details in SalesForce with revenue, status, decision makers and next steps.
• Drive incremental revenue via targeted sales initiatives with Distributors and perform territory analysis and planning to identify high‑potential partners.
• Keep up to date with market developments and competitor activities and enable data‑driven decisions via ROI oversight and analysis.
• Ensure compliance with Acronis programs, policies, processes, tools and SOPs.
• Key KPIs: incremental revenue, partner churn rate, service provider and reseller reach, Distributor enablement status, Acronis services attach rate.

Requirements

• Proven experience in a cybersecurity company with strong understanding of industry practices and protocols (required).
• Experience working directly at/with Distributors is an advantage.
• Bachelor's degree or equivalent experience.
• Deep knowledge of channel and field sales and the cloud market business model.
• Ability to sell through others, high energy and a proven track record of meeting sales targets.
• Strong strategic business development, planning and tactical sales implementation skills.
• Ability to navigate all levels of partner organizations (executives, line managers, individual sellers, marketers, specialists).
• Capacity to develop, implement and manage an annual channel partner business plan.
• High ethical standards and strong internal customer focus; desire to learn all business aspects.
• Strong analytical, strategic thinking and project management skills; leadership experience and ability to lead virtual sales teams.
• Experience with KPIs 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: Sassari, SS, Italia

How to apply: the application is processed on the partner website Workday (you will need to log in or create an account).

Requisiti

Proven experience in cybersecurity (required); experience with Distributors preferred. Bachelor's degree or equivalent. Deep channel and field sales knowledge, cloud market understanding, track record in meeting sales targets, strategic business development and tactical sales skills, ability to manage partner relationships at all levels, develop annual channel plans, strong ethics, analytical and project management skills, leadership and virtual team management, KPI/ROI experience preferred, willingness to travel up to 50%.