Cloud Services Advisor

The Cloud Services Advisor, reporting to the regional Cloud Sales Manager, will drive revenue growth by identifying, qualifying, and closing new service provider partnerships in Australia and New Zealand. You will manage the entire sales cycle, from prospecting and lead generation to negotiation and contract closure, while collaborating closely with internal teams and distribution partners. This role requires a hunter mentality, strong communication skills, and a deep understanding of the cloud computing landscape.

**WHAT YOU'LL DO**

Generate Net New Service Provider Business for Acronis:

- Proactively engage and qualify inbound leads from various sources, including marketing campaigns, online events, trial registrations, and website interactions.
- Identify and develop new outbound leads through strategic prospecting efforts, leveraging resources like LinkedIn, Salesforce, and industry events.
- Utilize approved communication tools (e.g., Avaya, Zoom, Outlook) to connect with potential service providers, assess their needs, and qualify opportunities based on BANT criteria (Budget, Authority, Need, Timeline).

Drive Sales Cycle:

- Conduct thorough research on prospects, utilizing online resources and company data to personalize interactions and understand their specific requirements.
- Effectively manage the entire sales cycle from initial contact to contract closure, including qualification, needs analysis, solution demonstrations (utilizing Solution Engineers when necessary), negotiation, and closing.
- Ensure all sales activities and interactions are meticulously documented within Salesforce, including detailed notes and recordings of online meetings.

Build Strong Partnerships:

- Identify and recruit high-quality service providers who demonstrate a commitment to investing in their business with Acronis and building a long-term partnership.
- Collaborate closely with distributors in the assigned region, fostering strong relationships through regular communication, joint marketing initiatives, and event participation.

Effective Communication & Collaboration:

- Effectively articulate Acronis' value proposition and brand messaging, highlighting key differentiators and competitive advantages.
- Maintain a deep understanding of the competitive landscape and effectively address customer concerns regarding competing solutions.
- Partner effectively with internal stakeholders across various departments (Marketing, Solution Engineers, Support, Sales Enablement, Product Management) to ensure seamless deal execution and exceptional partner experience.
Pipeline Management & Forecasting:

- Diligently manage the sales pipeline, adhering to service-level agreements for prospect follow-up and engagement.
- Provide accurate and timely sales forecasts to the direct manager and regional General Manager, ensuring transparency and effective resource allocation.

Continuous Learning & Development:

- Actively participate in individual coaching sessions and continuously embrace feedback to improve sales skills and performance.
- Complete mandatory quarterly upskill training sessions to stay abreast of product updates, competition, industry trends, and best practices.

**WHAT YOU BRING (EXPERIENCE & QUALIFICATIONS)**
- Proven Success in Sales: 3+ years of experience in B2B technology sales, with a demonstrated track record of exceeding quotas.
- Hunter Mentality: A proactive and results-oriented approach to sales, with a solid ability to identify and develop new business opportunities.
- Excellent Communication & Interpersonal Skills: Exceptional verbal and written communication skills, with the ability to build rapport and establish trust with prospects and partners.
- Sales Process Expertise: Proficiency in managing complex sales cycles, including lead qualification, needs analysis, solution presentation, negotiation, and closing.
- Previous experience in IT would be considered a strong asset.

Bonus Points:

- Experience selling cybersecurity solutions.
- Existing relationships with service providers.

**WHO WE ARE**

Acronis is a global cyber protection company that provides natively integrated cybersecurity, data protection, and endpoint management for managed service providers (MSPs), small and medium businesses (SMBs), enterprise IT departments and home users. Our all-in-one solutions are highly efficient and designed to identify, prevent, detect, respond, remediate, and recover from modern cyberthreats with mínimal downtime, ensuring data integrity and business continuity. We offer the most comprehensive security solution on the market for MSPs with our unique ability to meet the needs of diverse and distributed IT environments.

A Swiss company founded in Singapore in 2003, Acronis offers over twenty years of innovation with 15 offices worldwide and more than 1800 employees in 50+ countries. Acronis Cyber Protect is available in 26 languages in 150 countries and is used by over 20,000 service providers to prot