About Commvault
Commvault (NASDAQ: CVLT) is the gold standard in cyber resilience. The company empowers customers to uncover, take action, and rapidly recover from cyberattacks – keeping data safe and businesses resilient. The company’s unique AI-powered platform combines best-in-class data protection, exceptional data security, advanced data intelligence, and lightning-fast recovery across any workload or cloud at the lowest TCO. For over 25 years, more than 100,000 organizations and a vast partner ecosystem have relied on Commvault to reduce risks, improve governance, and do more with data.
JOB DESCRIPTION:
We have an outstanding career opportunity for GSI Manager. In this role, you will be responsible for driving growth with key Global System Integrators (GSIs) across the EMEAI region, with a primary focus on Commvault’s Northern and Southern Regions.
If you're passionate about strategic partnerships and driving impactful results, this could be the perfect next step in your career.
Primary Responsibilities:
- Strategy - Set and Implement CommVault’s business plan for Key GSIs primary TCS and HCL to maximize revenue growth. Focus on the strategic nature of the relationship to build long term value and sustainable success.
- Team leadership - Lead and Manage a virtual team of stakeholders within Commvault and key GSIs, giving structure and direction for each individual and scheduling regular review to drive new opportunity.
Key Goals:
- Increase business growth with Enterprise customers – Maximizing the creation of pipeline and closure across North (UK, Nordic’s & Benelux) and South (France, Italy, Iberia, Israel) focused on TCS, HCL, Infosys, Wipro, TechM, Cognizant.
- Building Large Enterprise client acquisition: Working with Sales team to align key GSIs to existing plans to acquire large customers – utilizing the strength of GSI organisations to penetrate clients wider and deeper to critical customer issues focused on Cyber recovery
- Planning - Ensures development of EMEAI Business Plan for TCS and HCL aligned with global team strategy. Ensure commitment from the partners for revenue goals, focus and capabilities, across the entire business. Works closely with EMEAI sales, Field Marketing, Presales and Services to develop structured marketing and enablement plans as part of the overall business plans for execution in multiple countries.
- Execution - Drives execution through matrix teams (country partner account management teams, marketing, sales and presales). Drive directly and through the team cadence between GSIs and Commvault. Leading quarterly business reviews, and other necessary business and go to market meetings. Regularly review performance of all targets directly, through the team or with country partner management resource. Deliver the revenue goals established each quarter in line with the business plan for CommVault.
- Pipeline growth - Drive pipeline generation programs as part of the business plan to grow pipeline. Work closely with the partner’s and CommVault’s field marketing teams. Engage closely with Field Marketing to develop structured, long term marketing plans to be deployed in multiple countries with the support of local teams – often leveraging budget from various local and global sources.
- Enablement - Ensure that your partners and stakeholder staff are properly enabled (technical and sales) as per the business plan by working closely with the enablement and Solution Consulting teams.
- Mindshare - Ensure we build relationships at the highest level within the defined GSIs to drive mindshare. Drive peer to peer alignment at EMEAI and regional level between the partner and the CommVault teams. Understands and builds senior executive champions to drive change and overcome hurdles. Drive mindshare of CommVault within your GSIs through regular communication (win stories etc.) and relationship cadence at EMEA and regional levels.
- Reporting - Own an GSI forecast related to your defined region and GSIs. Provide updated business plans and actions/priorities to stakeholders.
- Communication and Best practice - Shares best practices between regions, countries, and business units. Communicates INTL business plan through regular team meetings, conference calls, in country reviews.
- Alignment - Align with global leaders on GTM plays and also with the regional teams to ensure alignment from global to in-country goals
Key Criteria:
Initiative and Experience
- A highly driven individual, possessing initiative and a willingness ‘to go that extra mile’. Can recognise the importance and value of channel clients and has a proven track record of meeting and exceeding targets. Has held senior positions in key organisations.
Professional Sales Skills
- Is a proficient and creative, high level sales negotiator with outstanding relationship building ability. Able to articulate the benefits of the products to channel partners and is fully conversant with professional sales techniques and forecasting.
Communication and Partner Orientation
- A strong and assured communicator and presenter, who is able to gain personal credibility with partners and customer. Is able to work in a diplomatic and professional manner in order to achieve client trust and confidence.
Business Acumen
- Professional in appearance with solid business acumen and has the ability to present and negotiate. Considers both technical and commercial considerations in achieving sales success and ongoing customer satisfaction. Financially astute.
Achievement Oriented
- Possesses a high activity rate, can withstand pressure, be pro-active and is goal oriented with a sense of urgency and who can adopt a disciplined, practical and organised approach. A propensity to succeed, make effective decisions and see them through to conclusion.
Teamwork and Cultural Flexibility
- Although committed to personal growth and keen to succeed, is able to work in the interests of the company as a whole and to both give and receive support to achieve wider objectives. Is not committed to `turf` and can effectively work across organisational and national boundaries.
Work Standards and Integrity
- Sets and maintains professional standards at all times, puts forward facts honestly and can be trusted implicitly by customers and fellow employees alike. Concerned with the quality, professionalism and integrity of work undertaken.
Self-Reliance and Flexibility
- Possesses a self-assured and outgoing personality with the ability and adaptability to work practically, independently, reliably and flexibly, without the need for on-going support.
Required Skills and Experience:
- Proven track record of large account management experience developing international partnerships at global or EMEA level working for a leading tech company.
- Strong planning skills. Experience in building and executing GTM and business plans with large global partner
- Strong execution skills - Results oriented with strong execution discipline. Impact and Influence; managing multiple stake holders. Ability to take account ownership and drive execution of the plans through virtual teams
- First class people manager with a proven track record of people development. Strong achievement against quota
- Demonstrated experience selling to executive level
- Combination of experience in direct sales (including customer account management) and partner sales is an advantage,
- Excellent verbal and written communication skills. Confident presenter.
- Team work- An ability and desire to operate within a matrix organisation and use the productivity tools and process available to CommVault. Experience of working with virtual teams and in a matrix managed structure. Ability to work toward other’s success
- Demonstrable business and commercial/legal awareness, intellectual vigour and creativity.
- Good attention to detail.
Personal
- Self-starting and self-motivating, high energy individual with ability to apply initiative and drive execution
- A high-energy individual who thrives on success and who has the persistence to follow problems through to their final resolution. Understands all aspects relating to “ownership”.
- Self-confident and self-aware with gravitas, presence and credibility
- Approaches task with dynamism, drive and focus
- Proven ability to engage and influence partners at the highest levels
- Ability to engage and leverage internal resources cross functionally
- Holds self-accountable
- Predilection for continual self-development
- Excellent and credible presentation skills
- Excellent verbal and written communication
- Excellent time management
Qualifications:
- Degree level education required.
- Professional training courses in sales or account management
- Knowledge of at least 1 additional European languages (in addition to English) would be an advantage
Commvault is an equal opportunity workplace and is an affirmative action employer. We are always committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status and we will not discriminate against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we work.
Commvault’s goal is to make interviewing inclusive and accessible to all candidates and employees. If you have a disability or special need that requires accommodation to participate in the interview process or apply for a position at Commvault, please email accommodations@commvault.com For any inquiries not related to an accommodation please reach out to wwrecruitingteam@commvault.com.
For our Candidates to prioritize your security:
Commvault has been made aware of email and/or text correspondence scams that falsely state that the senders are from the Commvault HR team and/or a member of our leadership team. The scammers even conduct false interviews via email or text and then request personal information (name, address, birthdate, social security number, etc.) when returning the signed offer letter. Please note that Commvault does not conduct interviews by email or text, and we will never ask you to submit a W4 via email or prior to your first day of employment.
If you think you have been targeted in this recruiting scam, please reach out to us at wwrecruitingteam@commvault.com. You can also find more tips about job scams and how to avoid them on the FTC’s website.
