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Channel Sales Team Manager
2 semanas atrás
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 Channel Sales Team Manager who is ready to join us in creating a #CyberFit future and protecting the digital world
As a Channel Sales 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 them
- Monitor and Maintain SFDC Hygiene including tracking logged activities
- Monitor all tools used by team like mighty call, partner portal for permissions and usability
- Monitor and track closed lost reasons, churn reasons
- Regularly conduct variation management to constantly standardize the performance of the team by reducing variation in performance levels between individual team members
- Proactively inform higher management on any abnormal swings in performance
- Prioritize 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 organization
- Attend assigned number of calls with partners and end customers in order to understand their needs
- Coordinate 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 team
- Recruit, select, onboard, and train new sales reps
- Coach individual team members to help them improve sales performance. Minimum 5 coaching sessions per week should be delivered
- Deliver 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 milestones
- Motivate and engage the sales team with monetary and non-monetary (intrinsic) motivational tactics
- Issue 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 met
- Drive initiatives aimed at achieving sales targets
- Forecast, analyze and mitigate risks of missed targets
- Develop sales strategies to acquire new customers
- Analyze sales results and develop plans to address gaps
- Participate in regular business review meetings or forecast calls
- Identify areas and ways to promote Acronis cloud usage in the region
- Attrition management: Perform regular attrition analysis to keep it under check. Highlight any probable attrition cases proactively to HR and management
- Conduct 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 experience
- Minimum 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 desired
- In-depth channel and field sales knowledge with understanding of the cloud market business model
- Solid understanding of Solution Sales Cycle and broad number of sales techniques
- Solid understanding of Customer Buying Cycle and Partner Lifecycle Management
- Strong competencies in terms of Pipeline and Opportunity management
- Coaching/mentoring experience will be considered an advantage
- Ability to articulate product's different features in order to fully support questions related to sales process from the team
- Highly persistent in follow-up conversations, negotiations and closing sales skills
- Self-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 accuracy
- Team-player with a positive attitude who thrives in a global environment, eager to do more and help out, views challenging situations as opportunities
- Comfortab
