Distribution Account Manager - Italy

📋 Description

• • As a Distribution Account Manager for Italy at Acronis, you will be the primary point of contact and a strategic driver for a dedicated portfolio of distributors, playing a pivotal role in expanding Acronis's reach and adoption within the Italian market.
• • You will be instrumental in building and nurturing strong, lasting relationships with key decision-makers and operational contacts within these distribution partners, fostering a collaborative environment focused on mutual growth and success.
• • A core responsibility will be to drive evangelism and knowledge management within your assigned distributors. This involves designing, implementing, and executing tailored onboarding, comprehensive training, and effective enablement programs to ensure their teams are proficient in Acronis's cutting-edge cyber protection solutions.
• • You will collaborate closely with distributors to co-create and refine Go-to-Market strategies, encompassing both on-premise and cloud-based solutions, ensuring these strategies are aligned with Acronis's overall business objectives.
• • A key aspect of your role will be the meticulous planning and execution of annual and quarterly business plans with your distributors, translating strategic goals into actionable initiatives that drive tangible results and market penetration.
• • You will lead and facilitate regular sales management calls and business reviews (weekly, monthly, and quarterly) with distributor category and sales managers, adhering to established sales process guidance to monitor progress and identify opportunities.
• • Your efforts will be focused on securing and expanding Acronis's share of wallet within the distribution channel. This includes identifying and onboarding new logos and leveraging the extensive reach of your distributors to penetrate the service provider and reseller ecosystem.
• • You will work cross-functionally across various segments (Consumer, Corporate, OEM) and lines of business to maximize the revenue potential derived from your distributor partnerships.
• • A significant part of your role involves building and orchestrating a virtual, cross-functional Account Team. This team will comprise specialists such as Sales Recruiters, Partner Success Managers, Regional Marketing Managers, Solution Engineers, Renewals Account Managers, and Technical Account Managers, all working in concert to deliver a best-in-class partner experience.
• • You will be responsible for onboarding and enabling distributors on Acronis's comprehensive suite of sales and marketing tools and programs, ensuring they have the resources needed to effectively represent and sell Acronis solutions.
• • You will align with distributors on joint activities aimed at recruiting new channel partners and enhancing the enablement of existing ones, thereby expanding the Acronis partner network.
• • You will play a crucial role in ensuring effective marketing execution planning and the diligent management of marketing budgets allocated to distributor-led initiatives.
• • You will be tasked with creating, implementing, executing, and overseeing promotional and incentive campaigns in collaboration with your distributors to drive sales and market awareness.
• • Performance management of individual sellers within the distributor's sales team who are responsible for Acronis products will be a key focus, ensuring they are motivated and equipped to achieve targets.
• • You will proactively evaluate sales performance, identify areas of deficiency, and implement performance improvement plans to uplift overall results.
• • Addressing partner-related issues, sales conflicts, and pricing discrepancies in a timely and effective manner will be critical to maintaining strong partner relationships.
• • You will manage and oversee the sales pipeline and forecasting for your assigned distributors, providing accurate and up-to-date projections.
• • Collaborating closely with the broader sales team, you will work to advance opportunities to closure, providing necessary presales and support.
• • You will deliver regular (monthly, quarterly, annual) distributor forecast and pipeline reports, as well as business activity summaries, to the Acronis sales management team.
• • Diligent use of Salesforce for entering and updating account and opportunity details, including revenue, status, decision-makers, and next steps, is essential for maintaining data integrity.
• • Your primary objective will be to grow incremental revenue and sales through the strategic management of sales initiatives with your distributors.
• • You will conduct thorough territory analysis and planning with your distributors to identify top potential partners and develop targeted strategies for dedicated geographies.
• • Staying abreast of the latest developments in the marketplace and competitor activities is crucial for maintaining a competitive edge.
• • You will enable data-driven decision-making by overseeing and analyzing the return on investment (ROI) of various channel activities.
• • Ensuring compliance with all Acronis programs, policies, processes, tools, and standard operating procedures across your distributor network is a fundamental requirement.
• • Key performance indicators (KPIs) for this role will include incremental revenue growth, churn rate reduction, expansion of service provider and reseller reach, distributor enablement status, and Acronis services attach rate.
• • This role requires a proactive, self-motivated individual with a high level of discipline, meticulous attention to detail, and the ability to meet deadlines in a fast-paced, dynamic environment while maintaining accuracy.
• • You will be a team player with a positive attitude, thriving in a global setting, eager to contribute and assist, and viewing challenging situations as opportunities for growth.
• • Comfort with ambiguity and a willingness to adapt to evolving responsibilities and strategies are essential for success in this role.
• • Strong presentation, communication, interpersonal, organizational, and time management skills are paramount for effective stakeholder management and execution.
• • You will be expected to travel regionally, up to 50% of the time, to engage with partners and support business objectives.
• • A passion and unwavering commitment to succeed by working hard and demonstrating a never-give-up attitude are core to Acronis's culture and this role.