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Distribution Account Manager

Company: Eset
Location: San Diego
Posted on: May 15, 2022

Job Description:

Job posting title Distribution Account Manager Job summary The Distribution Account Manager manages ESET distribution relationships and is responsible for accelerating distribution business while driving incremental revenue to ESET business. Job description This individual works with the ESET Channel Sales Team to establish, grow, and manage key partner relationships through distribution. GOALS and OBJECTIVES: This is a quota-driven sales position which involves travel supporting distribution partners. The Distribution Account Manager will work closely with the Channel Team, Partner Sales Engineer, and Channel Partners to close business within their geographic territory. The Distribution Account Manager is directly responsible for all aspects of pipeline management of the partners within assign distribution account assignments. DUTIES and RESPONSIBILITIES: --- Achieve/exceed revenue targets --- Distribution business planning and development; Creating a Business Plan with strategic Partners including metrics and goals. --- Update and track pipeline activities for partners in ESET CRM. --- Responsible for understanding, managing, and developing trusted relationships with distribution reps, and stakeholders. Includes creative problem-solving and conflict resolution. --- Serves as a liaison to distribution with regards to any sales-related issues. Spearheads, coordinates, and facilitates appropriate resources for best solutions. --- Recruit, train, and manage VARs to sell ESET's product portfolio within assigned distributor. Facilitate access to applicable resources and tools. --- Delivers distribution recruitment presentations to pitch Partner Program and create joint value proposition between ESET and distribution --- Contacts and visits prospective partners to determine technology needs & ESET product fits with distribution sales representatives; can be with Partner reps or direct prospecting --- Work with partner marketing to develop partner marketing programs for ESET distribution partner. Outline of programs to match and be part of the Business Plan --- Work in tandem with the territory's inside and technical teams to build & close your pipeline. --- Conduct Quarterly Business Reviews (QBRs) with select distributors. Include updates to Business Plan, review year-to-date revenue results, and more. --- Attend lead-generating partner-driven or ESET Corporate marketing events as needed/requested. --- Remains knowledgeable and current of company's products/services to facilitate sales efforts --- Other duties as assigned by management. KEY TECHNICAL SKILLS, KNOWLEDGE and QUALIFICATIONS: --- Advanced understanding of the basics of business development, with the ability to implement go-to-market strategies with third parties. --- Excellent presentation, written, and verbal communications kills. Ability to proactively generate leads, nurture and develop opportunities and deals, work under a quota, and effectively maintain/expand business relationships through email, phone, and face-to-face contact. --- Advanced indirect revenue and lead generation knowledge, including knowledge of all facets of the sales process and experience forming successful relationships. --- Ability to make appropriate decisions balancing and weighing the relative costs and benefits of potential actions to the company, the partner, and the customer. --- Ability to close business while achieving a high level of customer and partner satisfaction. --- Extensive Channel Management, Training, and Channel Development Experience. --- Proficiency in Microsoft Office products (Word, Excel, PowerPoint) --- Proficiency in Salesforce CRM --- 5+ years selling to businesses, 5 - 7 years of channel management experience. --- Bachelor's degree or equivalent professional experience. KEY SUCCESS FACTORS: --- Distribution & Channel Partner Management --- Pipeline Management --- Ability to work independently --- Channel Partner Enablement --- Ability to create, extend, and maintain trust --- Ability to communicate effectively PERFORMANCE MEASURES: --- Meet or Exceed Monthly Revenue Targets --- Annual Partner Business Planning with quarterly updates for select partners --- Assist in identification and recruitment of new partners --- Maintain partner relationships through in-person, phone, and email communications. COMPETENCIES --- Sales Organization --- Meeting / Exceeding Targets --- Partner Account Management --- Customer Account Management --- Detail-oriented --- Product Knowledge --- Partner Recruiting --- Territory Management --- Sales / Selling Activities --- Pipeline Management JOB FIT: This role requires an individual with extensive channel development experience. The successful regional Distribution Account Manager will be highly skilled in pipeline development and management, partner management, prospecting, and qualifying partners, as well as end-user interactions and basic selling techniques. CAREER PATHWAYS: --- Channel Sales Management Job requisition JR-03157 Distribution Account Manager (Open) Primary location San Diego Additional locations Time type Full time

Keywords: Eset, San Diego , Distribution Account Manager, Executive , San Diego, California

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