Enterprise Account Executive - OT

Acronis is revolutionizing cyber protection—providing natively integrated, all-in-one solutions that monitor, control, and protect the data that businesses and lives depend on.

We are seeking a highly motivated and experienced Senior OEM and OT Enterprise Account Manager to drive growth in the industrial cybersecurity sector in France. In this role, you will be responsible for building and nurturing strategic relationships with OT-focused OEMs, integrators, and end users to expand our market presence. As a senior individual contributor, you will focus on identifying opportunities, enabling partners, and driving sales of our innovative cybersecurity solutions tailored for industrial environments. Every member of our “A-Team” has an instrumental role and impact on the success of Acronis’ business, so we are looking for a highly-motivated individual who thrives in a fast-paced and high-volume, work environment.

The ideal candidate for this position will not only possess the skills and experience required but will also possess a positive attitude and ability to solve complex problems and work in a fast-paced and rapidly changing environment. And just like every position 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

• Revenue Generation: Drive sales growth by actively engaging with partners and end customers in complex industrial environments, ensuring sales targets are consistently met or exceeded
• Channel Development: Establish and manage relationships with key channel partners, with heavy focus on the industrial automation channel including IC manufacturers and their control system integrator channel.
• Sales Enablement: Provide partners with the training, tools, and resources they need to effectively position and sell our industrial cybersecurity solutions.
• Strategic Planning: Collaborate with partners to develop joint business plans, set revenue targets, and identify new market opportunities.
• Market Insight: Stay abreast of industry trends, competitive landscape, and emerging threats in industrial cybersecurity, and use this knowledge to inform go-to-market strategies.
• Cross-functional Collaboration: Work closely with internal teams, including product management, marketing, and engineering, to align solutions with customer and partner needs.
• Metrics and Reporting: Monitor and report on key performance indicators, such as partner sales pipeline, revenue contributions, and program effectiveness.

WHAT YOU BRING

• Experience: 5+ years in channel sales, business development, or a related role, preferably in the industrial cybersecurity or technology sector.
• Proven experience in a cyber security company demonstrating a strong understanding of industry practices and protocols is required.
• Industry Knowledge: Deep understanding of industrial cybersecurity, including key technologies, market challenges, and regulatory requirements (e.g., NIST, IEC 62443).
• Sales Skills: Proven track record of achieving or exceeding sales targets through channel strategies.
• Relationship Management: Strong ability to develop and maintain long-term professional relationships with partners and customers.
• Technical Acumen: Familiarity with cybersecurity solutions, OT/IT convergence, and industrial control systems (ICS).
• Communication: Excellent presentation, negotiation, and interpersonal skills.
• Education: Bachelor’s or equivalent preferred

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.