Strategic Partner Account Executive, Canada

Location: Canada - Remote

Acronis is a global leader in cyber protection, delivering AI-powered protection for productive MSPs in a single, natively integrated platform that unifies operations management, cybersecurity, and data protection. Driven by our mission to protect, manage and automate every workload that businesses and lives depend on, we’ve built the industry’s only all-in-one solution.

Responsible for supporting and driving sales through partners and resellers. Works with personnel in business development to Identify new partnership opportunities, in addition to growing existing business. Manages partnerships with Strategic Partner sales personnel to ensure company product is properly represented and promoted.

WHAT YOU’LL DO

• Identify and evaluate large potential service providers in the IT field (Potential to grow $100k ARR+)
• Work with marketing team and leadership team to develop campaigns and leads in your region
• Work with Sports team to target specific SPs with #TeamUp program
• Develop named list of target accounts in region
• Manage the whole sales cycle: qualifying the lead, converting it to opportunity, doing demo sessions, negotiating, closing the contract
• Support Marketing teams by running events in your region for large SPs
• Document progress within Salesforce as per company standards
• Establish relationships with key decision makers at targeted service providers
• Negotiate contracts and terms with service providers
• Fully document and handover strategic accounts to Strategic management team
• Monitor and evaluate the performance of service providers to ensure they meet the company's standards
• Work closely with internal teams to identify and address any issues or concerns with service providers
• Stay up-to-date on industry trends and changes in order to identify new opportunities for service provider partnerships
• Ensure you maintain the highest level of technical competence on Acronis products

WHAT YOU BRING

• 5+ years of experience in IT vendor management
• Strong knowledge of IT infrastructure, systems, and services
• Proven track record of successful vendor management and negotiations
• Excellent communication and negotiation skills
• Ability to work independently and handle multiple tasks simultaneously
• Strong attention to detail and ability to analyze and interpret data
• Bachelor's degree in Computer Science or related field preferred

Customer Centric Skills

• Strong closing sales skills, knows how to create the need and urgency
• Strong negotiating skills
• Strong soft skills: good listener, knows how to build rapport, communication, understands needs
• Knows how to create and manage a pipeline, works independently
• Knows how to prioritize daily tasks: leads, opportunities, activities
• Thinks outside of the box and uses additional channels to close more deals: LinkedIn, other social media, Distribution channel
• Knows the market: who is Service Provider, what are his pain points, how to address them
• Knows main market players/Acronis competitors and their strong/weak sides