Manage and grow a portfolio of cloud channel partners using Acronis Cyber Protect Cloud: drive ARR growth, onboard and enable partners, increase service adoption, retain partners, coordinate internal resources, and track partner KPIs including revenue and churn.
As the Cloud Partner Success Manager, you will bring experience in Account Management and have a passion for Data Protection and Cyber Security. You will work as part of the Inside Sales Channel Management organization and aligned with a portfolio of service providers utilizing Acronis Cyber Protect Cloud. Your main goals as the Cloud PSM will be to drive Annual Recurrent Revenue growth through account planning with dedicated partners, increase adoption of new services, retain a partner and create best in class partner experience which is the key differentiator of Acronis.
What You'll Do
- Conduct territory analysis and planning for dedicated geographies to identify top potential partners, develop relationship with key decision makers onpartner 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 workingthrough assigned partners
- Train new and existing partners with existing and new products, support new partners on daily basis on business and technology development, andguide them through onboarding and enablement stage equipping with all needed knowledge, resources and tools
- Perform account planning with all managed partners with level of certain details depending on partner’s engagement, loyalty and responsiveness
- Motivate and enable partners to sell Acronis services to existing customer base of the partner, attract new customers to partner and help to retainexisting customer to partner
- Drive partner’s satisfaction and acting as a trusted advisor and single point of contact throughout the entire partner lifecycle
- Drive successful upsell/cross sell initiatives with 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. Every CSP Passport should have notless than 80% fields filled out
- Know partner’s lifecycle management and be able to lead a partner along it through a set of regular activities focused on educating, evangelizing,making committed
- Key KPIs: Total Revenue from signed partners, churn rate (% of partners leaving the program), number of Acronis services sold through the partner
What You Bring
- 5+ years of sales and marketing experience in the software industry (Channel Sales, Partner Account Manager, Channel development position within a software vendor)
- Fluent English, both written and verbal
- Proven experience in a cyber security company demonstrating a strong understanding of industry practices and protocols is required
- In-depth channel and field sales experience with an understanding of the cloud market business model
- Strong presentation, communication, and planning skills
- Strong internal customer focus with desire to learn all aspects of the business
- High level of discipline, attention to detail, and ability to meet deadlines in a fast-paced environment while still maintaining a high-level of accuracy
- Strong written and verbal communication and interpersonal skills
- Outstanding organizational, problem solving, and multi-tasking skills
- Collaborative, team-player with a commitment to succeed and never give up attitude
- Self-motivated, proactive, and able to work with minimal supervision
Acronis Singapore, Singapore, SGP Office
Singapore, Singapore
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