System Integrator Channel Account Manager - Europe

Acronis is revolutionizing cyber protection—providing natively integrated, all-in-one solutions that monitor, control, and protect the data that businesses and lives depend on. We are looking for a Senior Director, Strategic Service Provider Acquisition to join our mission to create a #CyberFit future and protect all data, applications and systems across any environment. 

We are seeking a highly motivated and experienced Senior Channel Account Manager to drive growth in the industrial cybersecurity sector in Europe. In this role, you will be responsible for building and nurturing strategic relationships with channel partners, distributors, and integrators to expand our market presence. As a senior individual contributor, you will focus on identifying opportunities, enabling partners, and driving sales of our innovative cybersecurity solutions tailored for industrial environments.

Every member of our “A-Team” has an instrumental role and impact on the success of Acronis’ business, so we are looking for a highly-motivated individual who thrives in a fast-paced and high-volume, work environment. The ideal candidate for this position will not only possess the skills and experience required but will also possess a positive attitude and ability to solve complex problems and work in a fast-paced and rapidly changing environment. And just like every position at Acronis, the ideal candidate will embody all of our company values: responsive, alert, detail-oriented, makes decisions, and never gives up.

Responsibilities

• Channel Development: 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.
• Sales Enablement: Provide partners with the training, tools, and resources they need to effectively position and sell our industrial cybersecurity solutions.
• Strategic Planning: Collaborate with partners to develop joint business plans, set revenue targets, and identify new market opportunities.
• Revenue Generation: Drive sales growth by actively engaging with partners and end customers in complex industrial environments, ensuring sales targets are consistently met or exceeded.
• Market Insight: Stay abreast of industry trends, competitive landscape, and emerging threats in industrial cybersecurity, and use this knowledge to inform go-to-market strategies.
• Cross-functional Collaboration: Work closely with internal teams, including product management, marketing, and engineering, to align solutions with customer and partner needs.
• Metrics and Reporting: Monitor and report on key performance indicators, such as partner sales pipeline, revenue contributions, and program effectiveness.

Experience & Skills Required

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

WHO WE ARE 

Acronis is a global cyber protection company that provides natively integrated cybersecurity, data protection, and endpoint management for managed service providers (MSPs), small and medium businesses (SMBs), enterprise IT departments and home users. Our all-in-one solutions are highly efficient and designed to identify, prevent, detect, respond, remediate, and recover from modern cyberthreats with minimal downtime, ensuring data integrity and business continuity. We offer the most comprehensive security solution on the market for MSPs with our unique ability to meet the needs of diverse and distributed IT environments. 

A Swiss company founded in Singapore in 2003, Acronis offers over twenty years of innovation with 15 offices worldwide and more than 1800 employees in 50+ countries. Acronis Cyber Protect is available in 26 languages in 150 countries and is used by over 20,000 service providers to protect over 750,000 businesses. 

Our corporate culture is focused on making a positive impact on the lives of each employee and the communities we serve. Mutual trust, respect and belief that we can contribute to the world everyday are the cornerstones of our team. Each member of our “A-Team” plays an instrumental role in driving the success of our innovative and expanding business. We seek individuals who excel in dynamic, global environments and have a never give up attitude, contributing to our collective growth and impact. 

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. 

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