Distribution Account Manager - Italy

WHAT YOU'LL DO

• Act as the first and main point of contact for Distributors with regards to executive communication, day‑to‑day business operations and technology development within respective business lines.
• Build and sustain relationships with key decision makers and operational contacts at Distributors under responsibility.
• Drive evangelism and knowledge management on Distributor’s end through tailored onboarding, training and enablement programs.
• Partner with Distributors on building a Go‑to‑Market strategy for on‑premise and cloud‑based solutions and drive engagement through effective annual and quarterly business planning and execution.
• Facilitate and drive weekly, monthly and quarterly sales management calls and business reviews with each Distributor category/sales manager following sales process guidance.
• Secure and expand Acronis share of wallet through adding new logos and leveraging Distributor's reach in service provider and reseller space.
• Work effectively across segments (Consumer, Corp, OEM) and lines of business to maximize partner revenue potential.
• Build and orchestrate a virtual cross‑functional Account Team to deliver a best‑in‑class partner experience consisting of Sales Recruiter, Partner Success Manager, Regional Marketing Manager, Solution Engineer, Renewals Account Manager, and Technical Account Manager (if applicable).
• Onboard and enable Distributors with Acronis sales and marketing tools and programs.
• Align with Distributors for joint activities for new channel recruitment and enablement.
• Ensure marketing execution planning and effective management of marketing budgets.
• Create, implement, execute and oversee promotional and incentive campaigns through/with Distributor.
• Effectively manage performance of individual sellers of Acronis on the Distributor’s sales team.
• Evaluate sales performance and proactively address areas of deficiency through performance improvement plans.
• Address partner‑related issues, sales conflicts and pricing issues in a timely manner.
• Manage and oversee Distributor sales pipeline and forecast.
• Work with sales team to advance opportunities to closure, including presales and support.
• Deliver monthly, quarterly and annual Distributor forecast/pipeline and business activity to the Acronis sales management team.
• Enter account/opportunity details in Sales Force and provide timely and regular updates including revenue, status, decision makers and next steps.
• Grow incremental revenue/sales through the management of sales initiatives with Distributor.
• Make a territory analysis and planning with Distributor(s) for dedicated geographies to identify top potential partners.
• Stay current with latest developments in marketplace and competitor activities.
• Enable data‑driven decisions through return of investment oversight and analysis.
• Drive and ensure compliance with Acronis programs, policies, processes, tools and standard operating procedures.
• Key KPIs for the position: incremental revenue, churn rate (% of partners leaving the program), service provider and reseller reach, Distributors’ enablement status, and Acronis services attach rate.

• Proven experience in a cyber security company demonstrating a strong understanding of industry practices and protocols is required.
• Experience working directly 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.
• Ability to sell through others and a high‑energy personality to deliver results.
• Proven record of success in achieving sales targets and desire to perform in a competitive industry.
• Solid strategic business development, planning and acumen, along with strong tactical implementation sales skills.
• Ability to navigate all altitudes within the partner organisation, from executives to individual sellers to marketers and specialists.
• Ability to develop, implement, execute and manage an annual channel partner business plan.
• Displays exceptional personal and business ethics and moral character.
• Strong internal customer focus with a desire to learn all aspects of the business.
• Has strong functional,…