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Enterprise Account Executive

2 months ago

Burlington, United States Acronis Full time

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 an Enterprise Account Executive to join our mission to create a #CyberFit future and protect all data, applications, and systems across any environment.

As Enterprise Account Executive you will be responsible for growing new revenue aligned with the strategic business priorities of Acronis, with a main focus on the Cloud portfolio. The ideal candidate is someone who has experienced a firm in a hyper-growth phase as well as in a larger organization selling into the enterprise, driving ARR, and managing the entire sales cycle from identifying new business opportunities to close. As Enterprise Account Executive, you will be meeting with C-level executives and act as a trusted advisor so it's imperative that you have the polish and confidence to manage relationships and negotiations autonomously and in line with both business priorities and the commercial approach of the organization. Individual will manage accounts across NAM.

WHAT YOU'LL DO

  • Manage the entire sales cycle from building pipeline to closing opportunities
  • Identify opportunities to up-sell and cross-sell
  • Respond on RFP's, RFI's and RFQ's
  • Monitor all accounts within the portfolio at Group and Account level
  • Manage up to 100 accounts and prospects
  • Build and maintain strong account relationships, customer satisfaction
  • Identify and win new Enterprise accounts through effective new business development and account management
  • Be able to manage very high revenue-based opportunities commercially to meet revenue and margin growth strategies
  • Prepare quarterly, half year and annual account plans
  • Lead cross functional teams to design complex solutions incorporating software, services, content, and custom development to meet customer requirements
  • Manage an accurate forecast
  • Lead and manage entire business-cycles with experience in negotiating terms and understanding associated legal and business risks (could include presenting multi-year agreements to CEO and C-level executives)
  • Lead detailed account strategy in generating and developing business growth opportunities, working cross-functionally with multiple lines of business including Acronis Partners - all to maximize business impact and open up opportunities with large enterprise customers
  • Drive sales in a defined territory and/or account list to achieve revenue targets
  • Develop long-term strategic relationships with key accounts
  • Build and deepen executive relationships with strategic customer base to help influence their long-term technology and business decisions. Add value and be viewed as a trusted advisor by bringing compelling insights and ideas with follow through execution
  • Run and manage complex, global account(s) with multiple opportunities across different functions with forecast and budgetary accuracy, serving as the primary customer contact for all adoption-related activities
  • Drive collaboration and alignment with Acronis partners
WHAT YOU BRING
  • 5+ years technology sales experience, software/cloud experience strongly preferred
  • Successful track record of prospecting into fortune 1000 accounts
  • Exceptional verbal and written communication skills
  • Familiarity in constructing customer facing proposals
  • Channel & direct sales experience
  • Proficiency in maintaining customer data and forecast in CRM
  • Consultative selling skills
  • Proven negotiation and closing skills
  • Ability to lead cross functional teams to design complex solutions incorporating software, services, content, and custom development into a cohesive solution
  • Track record of success selling Software-as-a-Service
  • Bachelor's or comparable degree

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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