System Integrator Channel Account Manager - Americas

As a System Integrator Channel Account Manager at Acronis, your primary responsibilities will include developing and managing relationships with key channel partners, particularly system integrators, and value-added resellers. You'll focus on enabling partner success by providing necessary training and support to sell our cybersecurity solutions effectively. Collaborating with partners to craft joint business plans and drive revenue growth are also crucial aspects of this role.

To excel as a System Integrator Channel Account Manager at Acronis, you should have at least 5 years of experience in channel sales or business development, preferably within the industrial cybersecurity or technology sector. A deep understanding of industrial cybersecurity, proven sales track record, and strong relationship management skills are essential. Technical acumen in cybersecurity solutions and excellent communication abilities are also vital to your success in this role.

Acronis supports its System Integrator Channel Account Managers through comprehensive sales enablement initiatives. You will receive specialized training, access to marketing resources, and collaborative opportunities to engage with partners and end customers. Additionally, Acronis encourages sharing market insights and trends which empower you to effectively align your sales strategies to meet the targets.

The company culture at Acronis is one of support, innovation, and collaboration. As a System Integrator Channel Account Manager, you will be part of the 'A-Team'—a group that values mutual trust and respect. The environment is dynamic and fast-paced, promoting a 'never give up' attitude while focusing on achieving collective success and making a significant impact in cybersecurity.

Acronis offers significant growth opportunities for System Integrator Channel Account Managers through continued professional development, mentorship programs, and potential advancement into senior leadership roles. With the ever-evolving landscape of cybersecurity, there’s a continuous need for innovative strategies that provide a platform for you to showcase your abilities and grow with the company.

To effectively develop and manage relationships with channel partners, it's important to build trust through open communication and regular engagement. Discuss past successes in facilitating collaborative strategies and providing value to partners by understanding their needs, goals, and market challenges.

Share specifics about your channel sales experience, highlighting successful initiatives where you've driven growth through strategic partnerships. Discuss your approach to establishing joint business plans and ensuring alignment between your company and the channel partners.

Mention methods for equipping partners with training sessions, marketing materials, and product knowledge. Describe how you tailor resources to their needs and follow up with feedback sessions to ensure they're effectively using the tools provided.

Discuss the channels you utilize to stay informed, such as relevant publications, webinars, or industry conferences. Share how you translate this information to adapt your strategies and inform partner discussions.

Outline your approach to setting realistic yet challenging sales targets based on market analysis and partner capabilities. Emphasize the importance of monitoring progress regularly and using analytics to pivot strategies where necessary.

Talk about your organizational skills and techniques such as prioritization, time management, and leveraging CRM tools to keep track of activities across partnerships. Share how you ensure each partner feels valued and receives the attention they need.

Emphasize communication as the backbone of relationship management. Discuss your strategies for maintaining open lines of communication with partners and the importance of feedback mechanisms to continuously improve your interactions.

Construct a narrative around a specific challenge you've encountered in channel sales—be sure to highlight the problem, process, and the innovative solution you devised, including the outcome and key learnings.

Explain how you leverage key performance indicators such as sales pipeline metrics, revenue contributions, and partner engagement levels to evaluate partnership effectiveness. Discuss how you adjust strategies based on these assessments.

Express your passion for cybersecurity and the alignment of Acronis's mission with your career goals. Share what specifically attracts you to the company culture and your excitement about contributing to a rapidly evolving environment.