OEM Sales Representative

 

Job description

 

Acronis is seeking an OEM Sales Representative, reporting to the Director of OEM Sales, working from an office in Emeryville, CA.  The position is focused on signing new OEM partner deals and is a quota-bearing OEM sales position handling a high volume of deals with small to midsized accounts, this is not a position designed for a senior seasoned OEM sales manager who handles large named accounts.

 

OEM sales through hardware and software manufacturers is one of the fastest growing parts of Acronis' business.  As an Acronis OEM Sales representative you will identify and engage new OEM partners whose offerings are enhanced by Acronis products. Prospective OEM partners will mainly be small and mid-size hardware and software manufacturers; another part of the team handles the large named accounts.  Prospective OEM partners include system builders, disk drive manufacturers, storage vendors, software companies and service providers looking to enhance the value of their products and/or services in the areas of backup, data migration, disaster recovery, disk management and system deployment.

 

The candidate will contact, qualify, model and close new OEM sales deals. The initial focus will be on identifying and engaging North American OEM partners, and largely following up on in-bound inquiries for OEM partnerships. Contact will be done primarily by phone and email, with limited travel.

 

Key Responsibilities:

 

• Generate new business: Identify prospective OEM partners, pursue in-bound sales leads, determine appropriate licensing structure and close new business.

• Manage OEM partner evaluations, plan demos, lead technical discussions (supported by a sales engineer), perform basic trouble-shooting and work with OEM support team to resolve technical issues.

• Negotiate licensing agreements, work with OEM development team to prepare solution requirements (as needed), manage product fulfillment and, as necessary, coordinate sales and support training for OEM partners.

• Forecast sales activity and revenue achievement, while creating satisfied OEM partnerships that result in recurring revenue

 

Qualifications:

 

Required:

• 3+ years in computer technology industry sales, ideally for a software vendor.

• Demonstrated ability to do solutions selling and reliably make or exceed quota.

• Strong technical skills: Understand business and technical considerations (supported by a sales engineer, however), eliminate constraints, identify integration points and devise elegant solutions which highlight Acronis value proposition.

• Present as a confident and credible business person, comfortable with understanding OEM partners’ sales models and how Acronis’ licensing requirements can work within the OEM partners’ business framework.

• Self-motivated, upbeat, organized and highly persistent in follow-up.

• Flexible, team player, open to changes in responsibilities and strategies.

• Excellent English verbal and written communication skills

 

Desired: 

• Consultative sales experience in OEM sales, ideally to system builders, PC-based appliance vendors, disk drive and storage vendors, and software vendors.

• Familiar with backup, disaster recovery, or storage management software industry

• Strong relationship-building, presentation, communication and interpersonal skills

• Proficient at using salesforce.com (or equivalent) to manage communications, and WebEx for OEM sales  presentations

 

Education

 

Bachelors degree or equivalent

 

 

Please submit your resume with salary requirements to:

 

Human Resources

Acronis, Inc.

Via email:  jobs@acronis.com

 

Acronis is an equal opportunity employer