Cloud Sales Advisor, Middle East

Acronis

WHAT YOU'LL DO

Generate Net New Service Provider Business for Acronis:

• Proactively engage and qualify inbound leads from various sources, including marketing campaigns, online events, trial registrations, and website interactions.
• Identify and develop new outbound leads through strategic prospecting efforts, leveraging resources like LinkedIn, Salesforce, and industry events.
• Utilize approved communication tools (e.g., Avaya, Zoom, Outlook) to connect with potential service providers, assess their needs, and qualify opportunities based on BANT criteria (Budget, Authority, Need, Timeline).

Drive Sales Cycle:

• Conduct thorough research on prospects, utilizing online resources and company data to personalize interactions and understand their specific requirements.
• Effectively manage the entire sales cycle from initial contact to contract closure, including qualification, needs analysis, solution demonstrations (utilizing Solution Engineers when necessary), negotiation, and closing.
• Ensure all sales activities and interactions are meticulously documented within Salesforce, including detailed notes and recordings of online meetings.

Build Strong Partnerships:

• Identify and recruit high-quality service providers who demonstrate a commitment to investing in their business with Acronis and building a long-term partnership.
• Collaborate closely with distributors in the assigned region, fostering strong relationships through regular communication, joint marketing initiatives, and event participation.

Effective Communication & Collaboration:

• Effectively articulate Acronis' value proposition and brand messaging, highlighting key differentiators and competitive advantages.
• Maintain a deep understanding of the competitive landscape and effectively address customer concerns regarding competing solutions.
• Partner effectively with internal stakeholders across various departments (Marketing, Solution Engineers, Support, Sales Enablement, Product Management) to ensure seamless deal execution and exceptional partner experience.
  Pipeline Management & Forecasting:
• Diligently manage the sales pipeline, adhering to service-level agreements for prospect follow-up and engagement.
• Provide accurate and timely sales forecasts to the direct manager and regional General Manager, ensuring transparency and effective resource allocation.

Continuous Learning & Development:

• Actively participate in individual coaching sessions and continuously embrace feedback to improve sales skills and performance.
• Complete mandatory quarterly upskill training sessions to stay abreast of product updates, competition, industry trends, and best practices.

WHAT YOU BRING

• Proven Success in Sales: 3+ years of experience in B2B technology sales, with a demonstrated track record of exceeding quotas.
• Hunter Mentality: A proactive and results-oriented approach to sales, with a solid ability to identify and develop new business opportunities.
• Excellent Communication & Interpersonal Skills: Exceptional verbal and written communication skills, with the ability to build rapport and establish trust with prospects and partners.
• Sales Process Expertise: Proficiency in managing complex sales cycles, including lead qualification, needs analysis, solution presentation, negotiation, and closing.
• Previous experience in IT would be considered a strong asset.

Bonus Points:

• Experience selling cybersecurity solutions.
• Existing relationships with service providers.