Strategic Partner Business Development Manager

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. We are in an exciting phase of rapid-growth and expansion and looking for a Strategic Partner Business Development Manager who is ready to join us in creating a #CyberFit future and protecting the digital world!

As the Strategic Partner Business Development Manager, you will drive when establishing, managing and growing Acronis’ presence within existing and new aggregators. This individual will work in close collaboration with the sales managers and leader at each of our aggregators with the specific objective of increasing Acronis’ revenue, customer base and market share within their business. The Strategic Partner Business Development role is ideal for a top seller with strong strategic and tactical sales management skills.

It requires a sales lead who can balance short-term sales activities with long-term strategic initiatives. The impact of decisions and actions taken locally may be felt globally due to the scale of Acronis’ largest service provider partners.

As the Strategic Partner Business Development Manager, you will drive when establishing, managing and growing Acronis’ presence within existing and new aggregators. This individual will work in close collaboration with the sales managers and leader at each of our aggregators with the specific objective of increasing Acronis’ revenue, customer base and market share within their business. The Strategic SP  BDM role is ideal for a top seller with strong strategic and tactical sales management skills.

 It requires a sales lead who can balance short-term sales activities with long-term strategic initiatives. The impact of decisions and actions taken locally may be felt globally due to the scale of Acronis’ largest service provider partners.

WHAT YOU'LL DO

• Work in binome with the Strategic Partner Account Executive
• Implement the strategy established by the Strategic Partner Account Executive
• Manage and grow Acronis’ presence within existing aggregators   
• Grow incremental Annual Recurring Revenue/sales through the management of sales initiatives
• Responsible for training, on-boarding, and enablement of new/prospective service providers
• Expected to deliver monthly, quarterly and annual partner forecast/pipeline and business activity to the Acronis sales management team
• Execute and manage marketing and promotional campaigns and activity through each Service Provider partner
• Effectively introduce, educate and train Aggregators and service providers on upgrades, new products and new solutions as well as evangelizing and driving usage of the Acronis Partner Program and Acronis Partner Portal
• Develop & manage all business planning aspects to drive tight alignment with managed partners
• Conduct Quarterly Business Reviews and Quarterly Business Planning Sessions with assigned SP partners
• Maintain accurate data about each Aggregators and Service Provider leveraging Customer Relationship Management tools and specifically the Acronis Partner Passport
• 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 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.
• Drive and maintain all relevant certifications – both Sales & Technical – for managed Aggregators
• Work with Aggregators and their Service Providers to sell to their existing base of customers to increase adoption of Acronis Cyber Protection services
• Work with Service Providers to help them add new customers by selling the value of Acronis services

WHAT YOU BRING

• Minimum of 5+ years’ experience recruiting and managing service provider partners. MUST HAVE relevant experience in backup, disaster recovery, security and/or closely related cloud technologies
• 5+ years of total sales/account management experience
• Minimum of a Bachelor’s Degree
• Self-starter and independent, high-energy culture we are looking for impact players
• Hybrid position, need to be very aggressive at establishing relationships with new providers
• Proven history of success achieving annual revenue targets in excess of $1.5M.
• Strong verifiable software background, infrastructure/systems softwar