Channel Account Manager - SMB


As the world’s leading provider of cloud-based software and technology solutions delivered by managed service providers (MSPs), Datto believes there is no limit to what small and medium businesses can achieve with the right technology. 

The Opportunity

As a key member of our Sales team, in this newly created role (internally a Partner Services Rep) you will manage a high volume of small IT partner accounts to identify cross/up sell opportunities and ensure our partners have a first class experience with us! This is a unique opportunity to own a patch, learn the fundamentals of account management and develop existing relationships into bigger and better accounts.

Your Manager, Lauren joined Datto as our first APAC SDR five years ago. Having consistently overachieved targets as an SDR, and later Account Executive, Lauren has won industry awards, is well respected in the IT channel and is passionate about coaching her team to success - she will get stuck in on calls with you, connect you with the right people, and never misses an opportunity to get involved in team bonding activities. 

Key Responsibilities 

  • Develop customer relationships through the execution of key partner touch-points and contacts triggered by account alerts and outbound outreach
  • Mine your patch of IT partners to grow recurring revenue and maintain customer satisfaction (circa 400-500 accounts)
  • Work cross-departmentally to address partner issues, requests and questions.
  • Demonstrate an ability to increase customer buy-in to our product and value 
  • Work with finance and sales to improve administrative processes
  • Identify potential cross-sell opportunities and adeptly position Datto solutions
  • Support inbound call queue and respond to chat interactions routing partners as appropriate 
  • Execute partner walk through of client portals, self help tools and market resources as needed 
  • Participate in ad-hoc sales campaigns and programs to help generate new prospects/opportunities  

About You

  • Demonstrated experience in customer success, account management or a senior SDR (sales development rep) level role (SaaS based and Quota carrying preferred)
  • Excellent relationship building and listening skills
  • Effective problem-solving and customer expectation management 
  • Technical aptitude and experience working in multiple systems - CRM, ERP etc. (We us Zendesk, Zuora & Salesforce)
  • Ability to work cross-departmentally and create internal champions
  • Satisfied by quick wins and able to operate in a transactional environment
  • Ability to develop a pipeline and close business through solution selling
  • Competitive nature - comfortable working in a target driven environment

Bonus Points!

  • Experience selling IT solutions - ideally back-up, networking or business management
  • A knowledge of the SMB managed services space

Datto - A little more!

Collaboration, teamwork, open communication, and transparency are vital to our success. Datto motivates and empowers our employees to grow through professional development, training opportunities, and internal promotions. Whether it's on one of our sport teams, monthly happy hours, or other company functions; work hard play hard is not just a cliché here. Comprehensive health care packages and education reimbursement are just a few of our benefits.  

Datto offers Unified Continuity, Networking, and Business Management solutions and has created a one-of-a-kind ecosystem of MSP partners. Datto supports our partners 24/7/365. This commitment is a value at the core of every role in every office, always doing the right thing, and putting our customers first.

At Datto, we’re committed to cultivating a healthy, positive and growth enabling environment. We are proud of our wide ranging benefits package which is available to all full-time employees, including:

  • Virtual “Datto University” onboarding program
  • Health Insurance
  • Income Protection
  • Free food, drinks, and fresh organic fruit
  • Charity match program
  • Education reimbursement
  • LinkedIn Learning
  • Headspace App
  • Employee Resource Groups (Women in Tech, Datto Culture, LatinX, Datto Pride)
  • Employee Assistance Program

Datto is an equal opportunity employer. 

By submitting an application, you acknowledge we will process your data in order to consider you for the position you apply for and for other open positions within our company for which you may be suited.  We collect and store your data in accordance with our Recruiting Privacy Practices.

(AU Only) Note: Only candidates who are Australian Citizens or hold perm residency will be considered.

Agencies please note: This recruitment assignment is being managed directly by our internal talent team. We will certainly reach out to our external partners if we require additional talent options. Your respect for this process is appreciated.

Channel Account Manager - SMB

Demographic Questions

Individuals seeking employment at Datto are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. In order to track the effectiveness of our recruiting efforts and ensure we consider the needs of all our employees, please consider answering the following questions.

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