Head of Strategic Account Management Uki - London, United Kingdom - Acronis

Acronis

Verified Company

London, United Kingdom

1 week ago

Posted by:

Tom O´Connor

beBee Recruiter

Description

Acronis is a world leader in cyber protection—empowering people by providing them with cutting-edge technology that enables them to monitor, control, and protect the data that their businesses and lives depend on.

WHAT YOU'LL DO

Develop and implement a strategic 12 month plan for growing toptier service providers in your region
Evaluate not just the account potential, but the overall market potential for Acronis services in your given territory. Stay uptodate on industry trends and changes in order to identify new opportunities for service provider partnerships
Work closely with Regional Marketing Managers to develop marketing campaigns with the Marketing team to target specific SPs in your region and build plans that demonstrate clear ROI
Work with General Managers in your region to align on regional strategy
Run events across region to enable SPs to expand their usage of Acronis
Maintain an excellent level of technical expertise within the Strategic Partner Account Management team
Establish relationships with key decision makers at Strategic Service Providers
Negotiate various contracts, including upgrades, with service providers
For partners that are involved in the #TeamUp program, align with the key stakeholders in your regions and counterparts within the service provider to ensure all assets are leveraged
Monitor and evaluate the performance of Strategic Partner Account Management team to ensure they meet the company's standards
Work closely with internal teams to identify and address any issues or concerns with service providers
Grow incremental Annual Recurring Revenue/sales through the management of sales initiatives
Align closely with teams responsible for training, onboarding, and enablement of new/prospective service providers including the Strategic Partner Account Managers
Expected to deliver monthly, quarterly and annual partner forecast/pipeline and business activity to the Acronis sales management team.
Create, implement, execute and manage marketing and promotional campaigns and activity through each Service Provider partner
Develop & manage all business planning aspects to drive tight alignment with managed partners
Be involved in conducting Quarterly Business Reviews and Quarterly Business Planning Sessions with assigned SP partners
Monitor Acronis Partner Passports to ensure accurate data about each Service Provider leveraging Customer Relationship Management tools
Enable cross functional cooperation between Sales, Marketing, Professional Services, Acronis Academy, and other teams including Acronis executives as necessary
Establish regular cadence and rhythm of business with your team and align with all strategic service providers
Communicate across multiple departments (sales, marketing, finance, business development, engineering, virtualization business and operations) to ensure effective account penetration management, and corporate communication.
Work with Strategic Partner Account managers to help them enable Strategic Partners to sell to their existing base of customers to increase adoption of Acronis Cyber Protection services

WHAT YOU BRING (EXPERIENCE & QUALIFICATIONS)

Must have is relevant experience in cyber security sales experience in backup, disaster recovery, RMM/PSA and/or closely related cloud technologies would be beneficial
5+ years of total large account management experience
3+ years of experience managing highperformance sales teams
Bachelor's Degree or relevant work experience
Selfstarter and independent, highenergy culture we are looking for impact players
Hybrid position, need to be very aggressive at establishing relationships with new providers
Solid strategic business development, planning and acumen, along with strong tactical implementation sales skills
Must have the technical understanding and competency to deliver a sales and product training on the Acronis software solutions, based around product positioning and client technical requirements
Excellent Sales forecasting and modeling skills
Proven track record of succeeding in a highlyleveraged channel sales environment, where leadership of the channel drives sales from an inside sales/lead development team
Outstanding written and oral communication and presentation skills
Detail oriented, with excellent planning and followup skills
Displays exceptional personal and business ethics and moral character
Regional travel is required in the role. Must be willing to travel on a frequent basis as required
High level of discipline, attention to detail, and ability to meet deadlines in a fastpaced environment while still maintaining a highlevel of accuracy
Outstanding organizational, problem solving, and multitasking skills
Teamplayer and positive attitude, eager to do more and help out, views challenging situations as opportunities
Selfmotivated, proactive, and able to work with mínimal supervision
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