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 successful candidate will manage a global team of specialists dedicated to the Telco Business Unit. Business Unit will consist of Key Account Managers, Sales Engineers, Marketing Manager, Product Marketing Manager and Technical Account Managers. The Director of Global Telecom Business Development will be a key member of the sales organization, reporting directly to the Chief Sales Officer.

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 the marketing team to create go-to-market campaigns that effectively communicate the value proposition to target segments
- Design and execute promotional initiatives, including co-marketing efforts with telecom partners, to drive awareness and engagement
- Develop lead generation strategies that leverage telecom partners to create demand for offerings
- Implement tracking and analytics to measure lead generation effectiveness and optimize future campaigns
11.    Partnership Development:
- Identify and establish strategic partnerships with relevant telecom providers that can enhance market presence
- Negotiate partnership agreements to ensure alignment of goals and mutual benefits.

Experience & Skills Required 

QUALIFICATIONS

EDUCATION

• Bachelor’s degree in one of the following fields:
  - Computer Science
  - Information Technology
  - Business Administration
  - Management Information Systems
  • Master’s degree (preferred) in:
  - Business Administration (MBA)
  - Technology Management (MSTM or MSTechM)
  • Intermediate Cyber security certification (e.g., CISSP, CISA, CISM, CCSP, or CompTIA Security+)

EXPERIENCE

• Minimum of 10+ years of experience in the telecommunications sector, including roles in program management, business development, product management, sales & marketing
  • In-depth understanding of telco industry product management and Customer lifecycle management in B2B and B2C contexts.
  • 5+ years of experience in cybersecurity, with a strong grasp of:
  - Threat detection and prevention solutions.
  - Managed security services
  - Ability to bridge technical and business aspects of cybersecurity offerings.
  • Proven track record of driving sales in the telco or cybersecurity space.
  • Experience managing strategic partnerships with Tier 1 or Tier 2 telecom providers.
  • Expertise in building and nurturing long-term client relationships at senior leadership levels.
  • Proven track record of negotiating and structuring complex deals and partnerships
  • Experience leading and managing global, cross-functional teams
  • Skilled in developing and executing go-to-market strategies and delivering multi-stakeholder programs on schedule and within budget.

COMPETENCIES

• Self-starter with high energy and an independent mindset.
  • Excellent communication and interpersonal skills to build and maintain strong relationships with stakeholders.
  • Strong leadership abilities to manage and motivate a team.
  • Exceptional written, oral communication, and presentation skills.
  • Detail-oriented with outstanding planning and follow-up capabilities.
  • Proficient in MS Office and experienced with CRM tools like Salesforce.
  • Excellent sales forecasting and modeling skills.
  • Displays exceptional personal and business ethics and integrity.
  • High level of discipline, attention to detail, and ability to meet deadlines in a fast-paced environment.
  • Outstanding organizational, problem-solving, and multitasking skills.
  • Team player with a positive attitude, eager to help and embrace challenges as opportunities.
  • Self-motivated, proactive, and able to work with minimal supervision.
  • Passionate about succeeding through hard work, determination and never giving up.

WHO WE ARE
Acronis is revolutionizing cyber protection by integrating 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—physical, virtual, cloud, and mobile—all at a low cost.

Founded in Singapore in 2003 and incorporated in Switzerland in 2008, Acronis is truly a global organization with more than 1,900 employees in 33 locations in 18 countries. Its solutions are trusted by more than 5.5 million consumers and 500,000 businesses, including 100% of the Fortune 1000 companies. Acronis products are available through 50,000 partners and service providers in over 150 countries in more than 30 languages.

Acronis is in an exciting phase of growth and expansion, recently receiving a $250 million investment from CVC Capital Partners, bringing the total valuation to more than $2.5 billion.