Distribution Account Manager - UKI

📋 Description

• • Manage a portfolio of distributors across the UKI region to drive Acronis’ market reach and adoption through channel partnerships.
• • Act as the primary point of contact for key decision makers and operational contacts at assigned distributors, building and sustaining strong collaborative relationships.
• • Lead quarterly and annual business planning sessions with distributors to align on objectives, strategies, and execution plans for on-premise and cloud-based solutions.
• • Develop and execute tailored onboarding, training, and enablement programs to build distributor knowledge and ensure consistent product evangelism.
• • Facilitate weekly, monthly, and quarterly sales management calls and business reviews with distributor sales teams, adhering to Acronis sales process guidelines.
• • Expand Acronis’ share of wallet by acquiring new logos and leveraging distributor networks in the service provider and reseller segments.
• • Coordinate cross-functional virtual account teams including Sales Recruiter, Partner Success Manager, Regional Marketing Manager, Solution Engineer, Renewals Account Manager, and Technical Account Manager to deliver a best-in-class partner experience.
• • Onboard and enable distributors with Acronis sales tools, marketing programs, and standardized processes.
• • Collaborate with distributors on joint initiatives for new channel recruitment and enablement activities.
• • Plan, manage, and oversee marketing budgets and execution campaigns with distributors to support lead generation and brand visibility.
• • Design, implement, and monitor promotional and incentive campaigns in partnership with distributors to drive sales acceleration.
• • Monitor and manage the performance of individual sellers on distributor sales teams, identifying gaps and implementing performance improvement plans.
• • Analyze and manage distributor sales pipelines and forecasts, ensuring accuracy and alignment with Acronis’ overall revenue goals.
• • Partner with internal sales teams to advance key opportunities to closure, including coordinating presales support and technical resources.
• • Deliver accurate monthly, quarterly, and annual distributor forecasts and business activity reports to Acronis sales leadership.
• • Maintain up-to-date account and opportunity details in Salesforce, including revenue projections, decision-maker information, and next-step actions.
• • Conduct territory analysis and strategic planning with distributors to identify high-potential partners and optimize geographic coverage.
• • Stay informed on market trends, competitor activities, and evolving cloud and cybersecurity industry dynamics.
• • Drive data-driven decision-making through ROI oversight, performance analytics, and channel effectiveness evaluations.
• • Ensure full compliance with Acronis programs, policies, processes, tools, and standard operating procedures across all distributor interactions.
• • Maximize partner revenue potential by working effectively across Consumer, Corporate, and OEM segments and multiple lines of business.
• • Resolve partner-related issues, including sales conflicts and pricing discrepancies, in a timely and professional manner.