Acronis is a world leader in cyber protection—empowering people by providing them with cutting-edge technology that enables them to monitor, control, and protect the data that their businesses and lives depend on. We are in an exciting phase of growth and expansion and looking for a Cloud Partner Success Team Manager (PSM Team Manager) who is ready to join us in creating a #CyberFit future and protecting the digital world!
As a Cloud Partner Success Team Manager you will bring experience in Account Management and have a passion for Data Protection and Cyber Security.
Like every member of our “A-Team”, the Cloud PSM has an instrumental role and impact on the success of Acronis’ innovative and growing business, so we are looking for a highly-motivated individual with a positive attitude who thrives in a fast-paced, rapidly-changing and global work environment.
WHAT YOU'LL DO
Performance Management
Be responsible for the Overall Performance of all team members with respect to the goals/KPIs set for themMonitor and Maintain SFDC Hygiene including tracking logged activitiesMonitor all tools used by team like mighty call, partner portal for permissions and usabilityMonitor team productivity for example chat/Email/calls handled/presentations to partnersMonitor and track closed lost reasons, churn reasonsEnsure that incoming volume including but not limited to chats, Emails, leads, Partner Care cases are handled within SLARegularly conduct variation management to constantly standardize the performance of the team by reducing variation in performance levels between individual team membersProactively inform higher management on any abnormal swings in performancePrioritize tasks shared by direct manager/functional leader and closes loop on them proactively Relationship Management & People Development
Act as bridge between the team and other departments to constantly align team against business goals and direction of the organizationAttend assigned number of calls with partners and end customers in order to understand their needsCoordinate with cross functional teams including Sales Enablement to increase the skills and knowledge levels of the team.Perform regular 1 on 1 with team members to understand their personal and professional aspirations and align then with organizational goals.Continuously communicate metrics/KPIs to the teamRecruit, select, onboard, and train new sales repsCoach individual team members to help them improve sales performance. Minimum 5 coaching sessions per week should be deliveredDeliver deep performance reviews and development plan for each individual rep once or twice per year. Individual development plan for each team member, who completed 11 months in the role, should be created covering the potential growth areas and career path. It should contain clear action items and milestonesMotivate and engage the sales team with monetary and non-monetary (intrinsic) motivational tacticsIssue CIP and PIP plans in line with the organization’s policy and work towards enabling the team member to successfully come out of such plans Financial/Revenue Management
Supervise pipeline of team members to ensure set KPIs with respect to leads created, leads transferred to ISR teams and opportunities closed won are metDrive initiatives aimed at achieving sales targetsForecast, analyze and mitigate risks of missed targetsDevelop sales strategies to acquire new customersAnalyze sales results and develop plans to address gapsParticipate in regular business review meetings or forecast callsIdentify areas and ways to promote Acronis cloud usage in the regionAttrition management: Perform regular attrition analysis to keep it under check. Highlight any probable attrition cases proactively to HR and managementConduct regular sales reviews for pipeline and forecasted revenue growth. Highlight focus areas and define action plan WHAT YOU BRING (EXPERIENCE & QUALIFICATIONS)
Minimum 3 years of people management experienceMinimum 5 years of sales and marketing experience in the software industry on similar positions such as channel sales, partner account management or channel development - experience in equivalent role highly desiredIn-depth channel and field sales knowledge with understanding of the cloud market business modelSolid understanding of Solution Sales Cycle and broad number of sales techniquesSolid understanding of Customer Buying Cycle and Partner Lifecycle ManagementStrong competencies in terms of Pipeline and Opportunity managementCoaching/mentoring experience will be considered an advantageAbility to articulate product’s different features in order to fully support questions related to sales process from the teamHighly persistent in follow-up conversations, negotiations and closing sales skillsSelf-motivated with a high level of discipline, attention to detail, and ability to meet deadlines in a fast-paced environment while still maintaining a high-level of accuracyTeam-player with a positive attitude who thrives in a global environment, eager to do more and help out, views challenging situations as opportunitiesComfortable with ambiguity and willingness to adapt to changes in responsibilities and strategiesStrong presentational, communication, interpersonal, planning and time management skillsSalesforce knowledge and experience is preferredPassion and commitment to succeed by working hard and never giving upFluent in English Ability to work North American pattern - 3:00pm to 12:00am WHO WE ARE
Acronis is revolutionizing cyber protection by integrating backup, disaster recovery, storage, next-generation anti-malware, and protection management into one solution. This all-in-one integration removes the complexity and risks associated with non-integrated solutions and offers easy, complete and reliable data protection for all workloads, applications, and systems across any environment—physical, virtual, cloud, and mobile—all at a low cost.
Founded in Singapore in 2003 and incorporated in Switzerland in 2008, Acronis is truly a global organization with more than 1,900 employees in 33 locations in 18 countries. Its solutions are trusted by more than 5.5 million consumers and 500,000 businesses, including 100% of the Fortune 1000 companies. Acronis products are available through 50,000 partners and service providers in over 150 countries in more than 30 languages. Acronis is in an exciting phase of growth and expansion, recently receiving a $250 million investment from CVC Capital Partners, bringing the total valuation to more than $2.5 billion.
Acronis is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, marital status, national origin, physical or mental disability, medical condition, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, gender identity or expression, or any other characteristic protected by applicable laws, regulations and ordinances.
