Senior Cloud Partner Success Manager

Almaz Capital; Malaysia; On-site; MYR 180,000 - 280,000; Full time

Job summary

Acronis is seeking a Senior Cloud Partner Success Manager to drive revenue growth through strategic partner planning and enablement across a portfolio of service providers using Acronis Cyber Protect Cloud.

You will align with cloud distributors, train partners, manage account plans, and act as a trusted advisor to maximize upsell opportunities while delivering best-in-class partner experience.

Qualifications

• 5+ years in software sales/partner management.
• Fluent English (written and spoken).
• Experience in a cyber security company is required.
• Deep channel and cloud market experience.
• Strong presentation and planning skills.
• Customer-focused with attention to detail and deadlines.
• Collaborative, proactive and self-motivated.

Responsibilities

• Conduct territory analysis and partner planning to identify top potential partners and key decision makers.
• Align with cloud distributors for joint activities and drive quarterly cloud revenue growth with partners.
• Train partners on existing and new products and support onboarding and enablement.
• Perform account planning with managed partners based on engagement and loyalty.
• Motivate partners to upsell Acronis services to existing customers and attract new customers.
• Act as trusted advisor and single point of contact throughout the partner lifecycle.
• Drive upsell/cross-sell initiatives and increase services attachment rate.
• Coordinate Presales and Technical support for partner growth.
• Profile managed partners and ensure Partner Passport fields are filled.
• Lead partners along lifecycle with regular education and evangelism activities.
• Track KPIs: revenue from partners, churn rate, and number of Acronis services sold through partners.

Skills

Partner relationship management

Cloud sales

Cyber security

Account planning

Solution selling

English fluency

Team collaboration

Job description

As the Senior 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 skillsOutstanding 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