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Company Description
For over 30 years, ESET has been helping to monitor and protect progress. With over one billion users worldwide, ESET solutions provide security against increasingly sophisticated digital threats. ESET's award-winning software and cybersecurity services offer protection in over 200 countries and territories.
Meanwhile, the world continues to progress at a rapid pace. When ESET was founded, the internet was just beginning. Now, technology is part of everything we do and plays a central role in the development of our society. Most of the time, technology does what it's supposed to do, but in order to ensure ongoing progress in the digital world, we need someone to question what's happening in the background.
And that's why we're here - to continue to protect technology from threats, allowing everyone to fully embrace its potential and rely on it. In short, when technology enables progress, ESET is here to protect it.
Visit to learn more.
Role Description
As an Inside Channel Account Manager you will drive business through ESET's channel partners and distributors with support from senior colleagues and managers, focus on partnership, profiling and cross sell/upsell. This includes building and managing a qualified pipeline of channel partners within a defined geographic territory.
Main responsibilities
- Engage with your partners virtually (phone and video-call), driving activities and acquisition by supporting their day-to-day operational requirements.
- Build a collaborative business relationship with your Partner accounts and their customers.
- Understand and get to know the key decision makers within each organisation to positively influence as required.
- Actively generate new business through resellers whilst maintaining reseller customer retention by managing resellers renewals and new business pipeline within CRM system
- Primarily deal with volume partners, including managing high volume of outbound, inbound calls and emails.
- Perform profiling of partners, base on manual and with guidance, on daily bases with aim to identify partners with potential and pass them to CAMs
- Create the pipeline with your accounts with focus on existing business and upsell with guidance from senior team members.
- Be able to accurately forecast revenue on a weekly and monthly basis.
- Keep up with ESET's product range (sales and basic technical level) and respond to queries and outline the benefits to your Channel Partners.
- Keep reseller and customer company information and all activities up to date in CRM system.
- Assist resellers in operation tasks to process Deal registration and Orders.
- Achieve monthly and annual revenue and KPIs targets.
Requirements and skills:
- 2 years B2B indirect sales experience
- Polite and consultative approach to customers
- Proven track record of achievement against quota
- Good understanding of channel partners and channel centric go to market approach
- Good time management and organizational skills
- Able to maintain high outbound calls volumes
- Able to multitask and keep on top of administration
- Good knowledge of Microsoft Excel
- Fluency in Italian and in English
- Business Planning and Account Management skills
- Experience in Channel Sales and Sales
- Strong relationship-building skills with Channel Partners
- Excellent communication and presentation skills
- Strong negotiation and problem-solving abilities
- Bachelor's degree in Business, Marketing, or related field
- Fluency in Italian and English
- Knowledge of the cybersecurity industry is a plus
