Director of Global Telecom Business Development

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.

Director of Global Telecom Business Development for Acronis will lead the strategic growth and development of the telecommunications sector for our global cyber protection solutions. This senior leadership role requires deep expertise in telco industry business challenges, an in-depth understanding of cybersecurity and data protection solutions to be tailored as offerings for telecoms to sell to business and consumer customer, and a proven track record of driving sales and building long-lasting client relationships.

Acronis currently generates revenue from 80 telecom accounts worldwide. Starting 2025, Acronis will invest in establishing a dedicated business unit focused on telecommunications. This initiative aims to centralize efforts, leverage successful case studies and insights gained from various regions, and utilize these learnings to drive expansion and accelerate revenue growth in the telecom sector.

The Director of Global Telecom Business Development will be responsible for driving telco strategy, defining and overseeing execution of activities necessary to maximize revenue coming through telecoms, maintaining relationships with key telecom accounts.

**Responsibilities**:
1. Sales Team Leadership:

- Recruit, train, and develop a high-performing team with a focus on telecom products
- Set clear sales targets and performance metrics for the team; monitor progress and provide regular feedback
- Provide ongoing coaching and training to sales staff on telecom products, industry trends, and sales techniques
- Encourage a culture of knowledge sharing and continuous improvement within the sales team

2. Client Relationship Management:

- Cultivate and maintain strong relationships with telecom accounts
- Engage with major telecom clients to understand their needs and tailor solutions accordingly
- Represent the company at industry events, conferences, and trade shows to build networks and promote offerings

3. Performance Analysis and Reporting:

- Monitor and analyze sales performance metrics on a regular basis, adjusting strategies to meet sales goals
- Prepare and present sales forecasts, reports, and performance metrics to senior management

4. Cross-Functional Collaboration:

- Work closely with product development, operations, and customer service teams to ensure offerings meet market demands
- Collaborate with R&D and product teams to contribute insights from sales to guide product development tailored to customer needs
- Advocate for the introduction of new telecom products and services that align with market demands.
- Collaborate with technical teams to ensure seamless integration of services and client solutions
- Implement customer feedback mechanisms to understand satisfaction levels and areas for improvement
- Develop strategies for enhancing customer loyalty and reducing churn rates among telecommunications clients
- Collaborate with Product Management to establish competitive pricing models that reflect market conditions and ensure profitability while remaining attractive to telecom partners and end customers
- Consider various pricing strategies such as tiered pricing, bundling, or subscription models that appeal to different customer segments

5. Budget Management:

- Manage the sales budget, ensuring efficient allocation of resources to maximize revenue and profitability
- Assess ROI on sales initiatives and adjust budget allocations based on performance

6. Market Research and Analysis:

- Conduct thorough market research to understand industry trends, customer needs, and competitive landscape within the telecommunications sector
- Analyze customer segments and identify target audiences that are likely to benefit from telecom solutions
- Stay informed about technological advancements, regulatory changes, and competitive actions in the telecommunications industry

7. Value Proposition Definition:

- Articulate a clear value proposition that differentiates offerings from competitors, emphasizing the unique benefits for telecom customers
- Collaborate with product teams to ensure that service features align with market needs and customer expectations

8. Channel Strategy Development:

- Identify the most effective telecommunications channels and partnerships to maximize reach and revenue
- Develop a clear channel strategy that outlines how products will be sold through indirect partners, resellers, and direct sales

9. Sales Enablement and Training:

- Create sales enablement materials (e.g., product guides, presentations, and demo scripts) tailored for telecom partners
- Develop and implement training programs for telecom sales teams to equip them with the necessary knowledge about the products and selling techniques

10. Marketing and Demand Generation:

- Collaborate with