Acronis

Customer Success Manager

• Conduct territory analysis and planning for dedicated geographies to identify top potential partners
• Develop relationship with key decision makers on partner side and maintain a regularity/frequency of contact with every partner depending on priority
• Align with Acronis Cloud Distributors for joint activities for channel enablement and drive quarter over quarter cloud revenue growth working through assigned partners
• Train new and existing partners with existing and new products, support new partners on a daily basis on business and technology development, and guide them through onboarding and enablement stage equipping with all needed knowledge, resources and tools
• Perform account planning with all managed partners with tailored details depending on partner’s engagement, loyalty and responsiveness
• Motivate and enable partners to sell Acronis' services to their existing customer base, attract new customers, and help them retain existing customers
• Drive partner satisfaction and act as a trusted advisor and single point of contact throughout the entire partner lifecycle
• Drive successful upsell/cross sell initiatives with each partner to increase new services attach rate
• Engage and orchestrate all needed internal resources to help dedicated partners’ growth, including Presales and Technical support teams
• Profile every managed partner on vendors and tools they sell/use putting all information into Partner Passport
• Own the partner’s lifecycle management and maintain a set of regular activities focused on educating, evangelizing, and making commitments

Partner Success Manager

Solutions Engineer

• Collaborate with sales teams and business partners to articulate solutions for service providers, partners, and end customers.
• Participate as an Acronis technology expert in meetings, conduct demos, and pitch products throughout the sales cycle.
• Engage with customers, partners, and internal teams to coordinate activities for selling Acronis solutions.
• Analyze business requirements, market strategies, and policies relating to data protection.
• Manage strategic accounts collaborating with Acronis Account Managers to influence and develop sales strategies.
• Facilitate customer evaluations and proof of concept activities for Acronis solutions.
• Perform technical troubleshooting and secure technical wins during the pre-sales process.
• Position solutions that address customer business problems and act as a technical advisor.
• Conduct hands-on demonstrations and knowledge transfer of Acronis solutions to customers and partners.
• Gather technical requirements, develop cost-effective solutions, and present them to prospects.
• Develop responses to RFIs & RFPs.
• Assist in integrating MSPs RMM platforms with the Acronis Platform and work closely with cross-functional teams.
• Understand complex customer needs and develop innovative solutions.
• Provide customer and market feedback to Product Management, Engineering, and other Acronis teams.

Senior Solutions Engineer

Cloud Engineer

• Attract new Service Providers to Acronis by reaching out to prospects that have already engaged with Acronis through offline/online events, registered for trial, opened Acronis emails, etc.
• Source new Service Providers prospects via LinkedIn, Salesforce database, connections.
• Connect with Acronis potential Service Providers using the approved tools, including but not limited to Avaya, Zoom, Outlook, etc. to verify the interest level based on certain criteria and BANT qualification, such as: the environment, need, budget, pain points, competitors, decision makers, number of workloads they want to protect.
• All activities must be documented in Salesforce, demo sessions via Zoom should be done with camera on.
• Do the research before reaching out to a prospect and prepare questions based on it, using company’s web site, LinkedIn profile, any other public information about the company or contact.
• Manage the whole sales cycle: qualification, negotiation, demo sessions with the involvement of the Solution Engineers if needed, negotiating, closing the deal by signing a contract offline or online.
• Make sure to sign a contract with quality Service Providers, who are ready to invest into the business with Acronis and plan to stay for a long time.
• Manage the pipeline: maintain Service Level to follow-up prospects, provide timely forecast to direct Manager or regional General Manager.
• Align and sync with Distributors in the assigned region, including bi-weekly calls, joint marketing activities and events.
• Co-operate with all related departments at Acronis to close the deal successfully: Solution Engineers, Support, Sales Enablement, Product Management, etc.
• Understand Acronis brand messages and communicate them effectively to prospects; respect and support sales' role in promoting a positive brand image.
• Understand Acronis key competitors and effectively communicate differentiators ("kill points") of our products/solutions.
• Receive coaching feedback and participate in individual coaching sessions.
• Pass obligatory quarterly upskill training sessions.

Cloud Services Advisor

• Attract new Service Providers to Acronis by reaching out to prospects that have already engaged with Acronis through offline/online events, registered for trial, opened Acronis emails, etc.
• Source new Service Providers prospects via LinkedIn, Salesforce database, connections.
• Connect with Acronis potential Service Providers using the approved tools, including but not limited to Avaya, Zoom, Outlook, etc. to verify the interest level based on certain criteria and BANT qualification, such as: the environment, need, budget, pain points, competitors, decision makers, number of workloads they want to protect.
• All activities must be documented in Salesforce, demo sessions via Zoom should be done with camera on.
• Do the research before reaching out to a prospect and prepare questions based on it, using company’s web site, LinkedIn profile, any other public information about the company or contact
• Manage the whole sales cycle: qualification, negotiation, demo sessions with the involvement of the Solution Engineers if needed, negotiating, closing the deal by signing a contract offline or online
• Make sure to sign a contract with quality Service Providers, who are ready to invest into the business with Acronis and plan to stay for a long time
• Manage the pipeline: maintain Service Level to follow-up prospects, provide timely forecast to direct Manager or regional General Manager
• Align and sync with Distributors in the assigned region, including bi-weekly calls, joint marketing activities and events
• Co-operate with all related departments at Acronis to close the deal successfully: Solution Engineers, Support, Sales Enablement, Product Management, etc.
• Understand Acronis brand messages and communicate them effectively to prospects; respect and support sales' role in promoting a positive brand image
• Understand Acronis key competitors and effectively communicate differentiators ("kill points") of our products/solutions
• Receive coaching feedback and participate in individual coaching sessions
• Pass obligatory quarterly upskill training sessions

Sales

• Hunt, identify, and win new MSP partners ready to scale their cloud offerings
• Build strong, value-led relationships from first outreach to contract close
• Lead dynamic sales conversations that educate, excite, and convert
• Craft tailored cloud solutions that solve real MSP challenges
• Work closely with Partner Success, Product & Marketing to deliver seamless onboarding
• Keep your finger on the pulse of cloud trends, competitor moves, and market shifts
• Hit — and exceed — ambitious campaign growth targets

Cloud Sales Advisor

Account Manager

• Conduct territory analysis and planning for dedicated geographies to identify top potential partners, develop relationship with key decision makers on partner side and maintain a regularity/frequency of contact with every partner depending on priority
• Align with Acronis Cloud Distributors for joint activities for channel enablement and drive quarter over quarter cloud revenue growth working through assigned partners
• Train new and existing partners with existing and new products, support new partners on a daily basis on business and technology development, and guide them through onboarding and enablement stage equipping with all needed knowledge, resources and tools
• Perform account planning with all managed partners with tailored details depending on partner’s engagement, loyalty and responsiveness
• Motivate and enable partners to sell Acronis' services to their existing customer base, attract new customers, and help them retain existing customers
• Drive partner satisfaction and act as a trusted advisor and single point of contact throughout the entire partner lifecycle
• Drive successful upsell/cross sell initiatives with each partner to increase new services attach rate
• Engage and orchestrate all needed internal resources to help dedicated partners’ growth, including Presales and Technical support teams
• Profile every managed partner on vendors and tools they sell/use putting all information into Partner Passport
• Own the partner’s lifecycle management and maintain a set of regular activities focused on educating, evangelizing, and making commitments

Channel Account Manager

• Responsible for renewing existing license contracts (50%)
• Up- and cross-selling existing customers (50%)
• Providing quotes directly to customers and/or their assigned channel partners
• Developing sales opportunities by researching and identifying potentials
• Handles customer and partner inquiries related to quotes, pricing, and maintenance contracts

Account Manager, German Language

• Develop, manage, and expand Acronis' relationships with existing and new Managed Service Provider partners
• Drive incremental sales and revenue growth through targeted sales initiatives
• Recruit, onboard, and train new MSP partners
• Deliver monthly, quarterly, and annual forecasts, pipeline updates, and business activity reports
• Introduce, educate, and train MSPs on new products and solutions
• Lead quarterly business planning sessions with assigned service provider partners
• Collaborate across multiple departments to ensure seamless account management

Strategic Partner Account Manager

• Drive quarter over quarter cloud revenue growth working through assigned partners
• Make a territory analysis and planning for dedicated geographies to identify top potential partners
• Perform account planning with all managed partners
• Train new and existing partners with existing and new products
• Motivate and enable partners to sell Acronis services
• Drive partner’s satisfaction acting as a trusted advisor
• Engage and orchestrate all needed internal resources to help dedicated partners’ growth
• Maintain a regularity/frequency of contact with every partner depending on priority