Director of Global Telecom Business Development

Acronis is a world leader in cyberprotection—empowering people by providing them with cutting-edgetechnology that enables them to monitor, control, and protect thedata that their businesses and lives dependon.

The Director of Global Telecom BusinessDevelopment for Acronis will lead the strategic growth anddevelopment of the telecommunications sector for our global cyberprotection solutions. This senior leadership role requires deepexpertise in telco industry business challenges, an in-depthunderstanding of cybersecurity and data protection solutions to betailored as offerings for telecoms to sell to business and consumercustomers, and a proven track record of driving sales and buildinglong-lasting client relationships.

Acroniscurrently generates revenue from 80 telecom accounts worldwide.Starting 2025, Acronis will invest in establishing a dedicatedbusiness unit focused on telecommunications. This initiative aimsto centralize efforts, leverage successful case studies andinsights gained from various regions, and utilize these learningsto drive expansion and accelerate revenue growth in the telecomsector.

The successful candidate will manage aglobal team of specialists dedicated to the Telco Business Unit.The Business Unit will consist of Key Account Managers, SalesEngineers, Marketing Manager, Product Marketing Manager, andTechnical Account Managers. The Director of Global Telecom BusinessDevelopment will be a key member of the sales organization,reporting directly to the Chief SalesOfficer.

The Director of Global Telecom BusinessDevelopment will be responsible for driving telco strategy,defining and overseeing execution of activities necessary tomaximize revenue coming through telecoms, and maintainingrelationships with key telecomaccounts.

1. SalesTeam Leadership:
   - Recruit, train, and developa high-performing team with a focus on telecomproducts.
   - Set clear sales targets and performancemetrics for the team; monitor progress and provide regularfeedback.
   - Provide ongoing coaching and training tosales staff on telecom products, industry trends, and salestechniques.
   - Encourage a culture of knowledge sharingand continuous improvement within the salesteam.
2. Client RelationshipManagement:
   - Cultivate and maintain strongrelationships with telecom accounts.
   - Engage with majortelecom clients to understand their needs and tailor solutionsaccordingly.
   - Represent the company at industry events,conferences, and trade shows to build networks and promoteofferings.
3. Performance Analysis andReporting:
   - Monitor and analyze salesperformance metrics on a regular basis, adjusting strategies tomeet sales goals.
   - Prepare and present sales forecasts,reports, and performance metrics to seniormanagement.
4. Cross-FunctionalCollaboration:
   - Work closely with productdevelopment, operations, and customer service teams to ensureofferings meet market demands.
   - Collaborate with R&Dand product teams to contribute insights from sales to guideproduct development tailored to customer needs.
   -Advocate for the introduction of new telecom products and servicesthat align with market demands.
5. BudgetManagement:
   - Manage the sales budget, ensuringefficient allocation of resources to maximize revenue andprofitability.
   - Assess ROI on sales initiatives andadjust budget allocations based onperformance.
6. Market Research andAnalysis:
   - Conduct thorough market research tounderstand industry trends, customer needs, and competitivelandscape within the telecommunications sector.
   - Analyzecustomer segments and identify target audiences that are likely tobenefit from telecom solutions.
7. ValueProposition Definition:
   - Articulate a clearvalue proposition that differentiates offerings from competitors,emphasizing the unique benefits for telecomcustomers.
8. Channel StrategyDevelopment:
   - Identify the most effectivetelecommunications channels and partnerships to maximize reach andrevenue.
   - Develop a clear channel strategy that outlineshow products will be sold through indirect partners, resellers, anddirect sales.
9. Sales Enablement andTraining:
   - Create sales enablement materials(e.g., product guides, presentations, and demo scripts) tailoredfor telecom partners.
   - Develop and implement trainingprograms for telecom sales teams to equip them with the necessaryknowledge about the products and sellingtechniques.
10. Marketing and DemandGeneration:
    - Collaborate with the marketingteam to create go-to-market campaigns that effectively communicatethe value proposition to target segments.
    - Design andexecute promotional initiatives, including co-marketing effortswith telecom partners, to drive awareness andengagement.
11. PartnershipDevelopment:
    - Identify and establish strategicpartnerships with relevant telecom providers that can enhancemarket presence.
    - Negotiate partnership agreements toensure alignment of goals and mutualbenefits.

• Bachelor’sdegree in one of the following fields:
  - ComputerScience
  - Information Technology
  - BusinessAdministration
  - Management InformationSystems
  - Master’s degree (preferred) in:
  -Business Administration (MBA)
  - Technology Management(MSTM or MSTechM)
  - Intermediate Cyber securitycertification (e.g., CISSP, CISA, CISM, CCSP, or CompTIASecurity+)

• Minimumof 10+ years of experience in the telecommunications sector,including roles in program management, business development,product management, sales & marketing.
  - In-depthunderstanding of telco industry product management and Customerlifecycle management in B2B and B2C contexts.
  - 5+ yearsof experience in cybersecurity, with a strong grasp of:
  -Threat detection and prevention solutions.
  - Managedsecurity services.
  - Proven track record of driving salesin the telco or cybersecurity space.
  - Experiencemanaging strategic partnerships with Tier 1 or Tier 2 telecomproviders.
  - Expertise in building and nurturinglong-term client relationships at senior leadershiplevels.
  - Proven track record of negotiating andstructuring complex deals and partnerships.
  - Experienceleading and managing global, cross-functional teams.
  -Skilled in developing and executing go-to-market strategies anddelivering multi-stakeholder programs on schedule and withinbudget.

• Self-starterwith high energy and an independent mindset.
  - Excellentcommunication and interpersonal skills to build and maintain strongrelationships with stakeholders.
  - Strong leadershipabilities to manage and motivate a team.
  - Exceptionalwritten, oral communication, and presentation skills.
  -Detail-oriented with outstanding planning and follow-upcapabilities.
  - Proficient in MS Office and experiencedwith CRM tools like Salesforce.
  - Excellent salesforecasting and modeling skills.
  - Displays exceptionalpersonal and business ethics and integrity.
  - High levelof discipline, attention to detail, and ability to meet deadlinesin a fast-paced environment.
  - Outstandingorganizational, problem-solving, and multitaskingskills.
  - Team player with a positive attitude, eager tohelp and embrace challenges as opportunities.
  -Self-motivated, proactive, and able to work with minimalsupervision.
  - Passionate about succeeding through hardwork, determination and never givingup.

Acronis is revolutionizing cyber protectionby integrating backup, disaster recovery, storage, next-generationanti-malware, and protection management into one solution. Thisall-in-one integration removes the complexity and risks associatedwith non-integrated solutions and offers easy, complete andreliable data protection for all workloads, applications, andsystems across any environment—physical, virtual, cloud, andmobile—all at a low cost.

Founded in Singapore in2003 and incorporated in Switzerland in 2008, Acronis is truly aglobal organization with more than 1,900 employees in 33 locationsin 18 countries. Its solutions are trusted by more than 5.5 millionconsumers and 500,000 businesses, including 100% of the Fortune1000 companies. Acronis products are available through 50,000partners and service providers in over 150 countries in more than30 languages.

Acronis is in an exciting phase ofgrowth and expansion, recently receiving a $250 million investmentfrom CVC Capital Partners, bringing the total valuation to morethan $2.5 billion.