[Hiring] Senior Account Manager @Parallels Inc

Role Description

As a Senior Account Manager, your primary responsibility will be to develop and manage direct relationships with end customers, supporting them in adopting our solutions and significantly contributing to revenue growth. You will be the key point of contact to understand their needs, propose effective solutions, and guide them toward achieving their goals with our products. In this role, collaboration and engagement with channel partners will also be fundamental.

As a Senior Account Manager, you will:

• Drive new business across mid-market and upper mid-market (lower enterprise) segments by identifying and engaging new customers through targeted prospecting, partner-led motions, events, and marketing campaigns.
• Execute a strong channel-first approach by actively co-selling with VARs, MSPs, and strategic alliances to generate pipeline, accelerate deal velocity, and expand market reach.
• Build, enable, and maintain trusted relationships with key partners through strong collaboration with channel manager to execute joint account planning, pipeline reviews, partner enablement sessions, and shared go-to-market initiatives.
• Understand customer business needs, technical environments, and operational challenges, and propose tailored solutions aligned to the product portfolio and mid-market buying dynamics.
• Engage business and technical decision-makers, including C-level executives when appropriate, aligning solutions to business outcomes, budget constraints, and growth objectives.
• Clearly articulate and position Parallels’ business value across sensitive customer areas such as IT, Finance, HR, Security, and Operations, with a focus on ROI and operational efficiency.
• Manage the full sales cycle from qualification and discovery through presentations, partner coordination, negotiation, and contract closure, ensuring a smooth and professional customer buying experience.
• Establish effective engagement across multiple levels of customer organizations, balancing direct customer interaction with partner-driven touchpoints.
• Apply structured opportunity qualification methodologies (e.g., MEDDPICC) adapted to mid-market sales cycles to assess deal quality, mitigate risk, and drive predictable outcomes.
• Build, maintain, and accurately forecast a healthy pipeline across direct and partner-sourced opportunities, consistently achieving or exceeding revenue targets.
• Maintain accurate CRM records, track KPIs, and provide reliable forecasts and performance reports to sales management.
• Work closely with Sales Engineers, Channel Account Managers, Marketing, Product Management, BDR and Customer Success teams to advance partner-led opportunities through the pipeline, increase win rates, and ensure successful customer outcome.
• Support partners and customers through pricing, licensing, discount structures, and procurement processes typical of mid-market environments.
• Act as a trusted advisor to both customers and partners, providing structured feedback internally to influence product direction, partner programs, and go-to-market strategy.

Qualifications

• 10+ years of proven success in B2B sales within the IT/Software industry, with strong exposure to mid-market and enterprise customers operating in a two-tier, partner-driven sales model.
• Excellent communication and interpersonal skills, with a consultative, customer-oriented approach and the ability to engage both business and technical stakeholders at multiple levels.
• Demonstrated ability to manage full sales cycles end to end, from prospecting and qualification through value-based negotiation and contract closure.
• Strong working knowledge of CRM systems (e.g., Salesforce) to manage pipeline, ensure forecast accuracy, and maintain disciplined opportunity and customer relationship management.
• Willingness and availability for frequent travel to visit customers and support partners.
• Bachelor’s degree in business, marketing, or a related field preferred, or equivalent professional experience.
• Previous experience in selling Security or Infrastructure SW in Mid-Market or Enterprise segments is a plus.

Benefits

• Fully remote workspace with no pressure to work in an office.
• Flexible working hours to support work-life balance.
• Dynamic team environment with motivated and fun colleagues.

Company Description

Parallels is a global leader in cross-platform and virtualization solutions that make it simple for businesses and individuals to securely access applications and data on any device, anywhere.

• Parallels Desktop enables individuals and organizations to run Windows applications on Mac computers, providing a seamless, native-like experience without changing devices or disrupting workflows.
• Parallels Workspace Solutions deliver simple, flexible, and secure virtual applications and desktops through Parallels RAS, Parallels DaaS, and Parallels Browser Isolation.
• Together, Parallels helps customers reduce complexity, streamline IT operations, improve security, and deliver a seamless user experience across various platforms.