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Strategic Partner Manager

3 weeks ago

Sydney, Australia Acronis Full time

Acronis is a world leader in cyber protection—empowering people with cutting-edge technology that enables them to monitor, control, and protect the data that their businesses and lives depend on. We are looking for someone who is ready to join our mission in creating a #CyberFit future

As the Strategic Partner Manager, you will drive for establishing, managing and growing Acronis' presence within existing and new service provider partners. You will work in close collaboration with the sales managers and leader at each of our service providers with the specific objective of increasing Acronis' revenue, customer base and market share within their business. The Strategic Partner Manager 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**
- Establish, manage and grow Acronis' presence within existing and new service provider partners
- 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
- Create, implement, execute and manage marketing and promotional campaigns and activity through each Service Provider partner
- Effectively introduce, educate and train 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 Service Provider leveraging Customer Relationsip 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 partners
- Work with 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 (EXPERIENCE & QUALIFICATIONS)**
- 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
- 3+ years of strategic large account management experience
- 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 software or storage software sales experience
- 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
- Must be able to develop, implement, execute and manage an annual DMR business plan
- Proven track record of succeeding in a highly-leveraged 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 follow-up 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, up to 50% of the time
- Strong internal customer focus with desire to learn all aspects of the business
- High level of discipline, attention to detail, and ability to meet deadlines in a fast-paced environment while still maintaining a high-level of accuracy
- Strong written and verbal communication and interpersonal skills
- Outstanding organizational, problem solving, and multi-tasking