Enterprise Account Executive

Burlington, MA, United States

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 rapid-growth and expansion and looking for an Enterprise Account Executive who is ready to join us in creating a #CyberFit future and protecting the digital world!

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.

Every member of our “A-Team” has an instrumental role and impact on the success of Acronis innovative and growing business, so we are looking for someone who enjoys working in dynamic, global teams and thrives in a fast-paced and rapidly changing work environment. Just like everyone at Acronis, the ideal candidate will embody all of our company values: responsive, alert, detail-oriented, makes decisions, and never gives up.

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 revolutionizing cyber protection by unifying backup, disaster recovery, storage, next-generation anti-malware, and protection management into one solution. This all-in-one integration removes the complexity and risks associated with non-integrated solutions and offers easy, complete and reliable data protection for all workloads, applications, and systems across any environment—all at a low and predictable cost.

Founded in Singapore in 2003 and incorporated in Switzerland in 2008, Acronis now has more than 2,000 employees and offices in 34 locations worldwide. Its solutions are trusted by more than 5.5 million home users and 500,000 companies, and top-tier professional sports teams. Acronis products are available through over 50,000 partners and service providers in over 150 countries and 26 languages.

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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