Note: The job is a remote job and is open to candidates in USA. Acronis is a global leader in cyber protection, providing AI-powered solutions that unify operations management, cybersecurity, and data protection. The Cloud Sales Representative will drive revenue growth by identifying, qualifying, and closing new service provider partnerships, managing the full sales cycle, maintaining the pipeline, and collaborating with internal teams and distribution partners.
Responsibilities
- Attract new Service Providers to Acronis by reaching out to prospects that have already engaged with Acronis through offline/online events, registered for trial, opened Acronis emails, etc
- Source new Service Providers prospects via LinkedIn, Salesforce database, connections
- Connect with Acronis potential Service Providers using the approved tools, including but not limited to Avaya, Zoom, Outlook, etc. to verify the interest level based on certain criteria and BANT qualification, such as: the environment, need, budget, pain points, competitors, decision makers, number of workloads they want to protect
- All activities must be documented in Salesforce, demo sessions via Zoom should be done with camera on
- Do the research before reaching out to a prospect and prepare questions based on it, using company’s web site, LinkedIn profile, any other public information about the company or contact
- Manage the whole sales cycle: qualification, negotiation, demo sessions with the involvement of the Solution Engineers if needed, negotiating, closing the deal by signing a contract offline or online
- Make sure to sign a contract with quality Service Providers, who are ready to invest into the business with Acronis and plan to stay for a long time
- Manage the pipeline: maintain Service Level to follow-up prospects, provide timely forecast to direct Manager or regional General Manager
- Align and sync with Distributors in the assigned region, including bi-weekly calls, joint marketing activities and events
- Co-operate with all related departments at Acronis to close the deal successfully: Solution Engineers, Support, Sales Enablement, Product Management, etc
- Understand Acronis brand messages and communicate them effectively to prospects; respect and support sales' role in promoting a positive brand image
- Understand Acronis key competitors and effectively communicate differentiators ("kill points") of our products/solutions
- Receive coaching feedback and participate in individual coaching sessions
- Pass obligatory quarterly upskill training sessions
Skills
- 3+ years sales experience as Inside Sales Representative or Lead Development Representative
- Proven experience in a Cyber Security company demonstrating a strong understanding of industry practices and protocols
- Ability to articulate product's different features, and answers any questions customers might have
- Have strong closing sales skills
- Experience with cold calling is preferred with a never give up attitude
Benefits
- Medical coverage
- Dental coverage
- Vision coverage
- Flexible spending accounts (FSA)
- Disability insurance
- Life insurance
- A 401(k) retirement plan with company match
- A generous vacation policy
Company Overview