System Integrator - Channel Account Manager

February 17

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Acronis

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Acronis is a global leader in cyber protection that seamlessly integrates data protection, cybersecurity, and endpoint management for Managed Service Providers (MSPs). Offering solutions such as backup, disaster recovery, and advanced endpoint detection and response, Acronis ensures comprehensive security for various workloads across multiple platforms. With a commitment to protecting clients against modern threats, Acronis provides a robust cybersecurity framework that incorporates data governance and compliance, making it a trusted choice for businesses seeking reliable IT management solutions.

backup • software • data protection • virtualization • cloud

1001 - 5000 employees

Founded 2003

🔒 Cybersecurity

☁️ SaaS

📋 Description

• Establish and manage relationships with key channel partners, with heavy focus on system integrators, along with VARs and distributors, to ensure alignment with business goals. • Provide partners with the training, tools, and resources they need to effectively position and sell our industrial cybersecurity solutions. • Collaborate with partners to develop joint business plans, set revenue targets, and identify new market opportunities. • Drive sales growth by actively engaging with partners and end customers in complex industrial environments, ensuring sales targets are consistently met or exceeded. • Stay abreast of industry trends, competitive landscape, and emerging threats in industrial cybersecurity, and use this knowledge to inform go-to-market strategies. • Work closely with internal teams, including product management, marketing, and engineering, to align solutions with customer and partner needs. • Monitor and report on key performance indicators, such as partner sales pipeline, revenue contributions, and program effectiveness.

🎯 Requirements

• 5+ years in channel sales, business development, or a related role, preferably in the industrial cybersecurity or technology sector. • Deep understanding of industrial cybersecurity, including key technologies, market challenges, and regulatory requirements (e.g., NIST, IEC 62443). • Proven track record of achieving or exceeding sales targets through channel strategies. • Strong ability to develop and maintain long-term professional relationships with partners and customers. • Familiarity with cybersecurity solutions, OT/IT convergence, and industrial control systems (ICS). • Excellent presentation, negotiation, and interpersonal skills.