Offer summary

Qualifications:

10+ years of experience in strategic partnerships or business development in technology or cloud computing., 5+ years of experience in managing and coaching teams., Proven track record of driving revenue growth through strategic partnerships., Strong communication, negotiation, and relationship-building skills..

Key responsabilities:

Collaborate with the VP of Channel to define and execute partner strategy for revenue growth.

Manage alliances with cloud providers and strategic partners, focusing on go-to-market strategy and execution.

Lead and develop the Alliances team, providing mentorship and support to achieve strategic objectives.

Expand Veeam's market reach by leveraging partner relationships and supporting joint marketing activities.

Job description

Veeam®, the #1 global market leader in data protection and ransomware recovery, is on a mission to empower every organization to not just bounce back from a data outage or loss but bounce forward.

With Veeam, organizations achieve radical resilience through data security, data recovery, and data freedom for their hybrid cloud.

The Veeam Data Platform delivers a single solution for cloud, virtual, physical, SaaS, and Kubernetes environments that gives IT and security leaders peace of mind that their apps
and data are protected and always available.

Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 450,000 customers worldwide, including 74% of the Global 2000, who trust Veeam to keep their businesses running.

The Director of Americas Alliances will play a crucial role in nurturing and expanding Veeam’s partnerships with Cloud Alliances (MS Azure, AWS, Google Cloud Platform (GCP)), as well as Veeam's Hardware Alliances. This leadership position is vital to the growth of our go-to-market (GTM) organization, offering numerous opportunities for leadership and visibility within the executive team. The role involves coordinating with Veeam’s leadership teams, product, marketing, and sales, and managing an Alliances team to drive strategic partnerships and expand the Veeam partner ecosystem.

Responsibilities

Collaborate with the VP of Channel to define and execute the overall partner strategy, impacting revenue growth and expanding Veeam's partner ecosystem
Manage and nurture alliances with cloud providers (Azure, AWS, GCP) and other strategic Cloud partners, including go-to-market strategy, execution, and partner enablement
Manage and nurture HPE, Lenovo, Hitachi, Pure Storage, Nutanix, Exagrid as well as other strategic alliances, including go-to-market strategy, execution, and partner enablement
Oversee and manage all efforts to expand channel-sourced and channel-accelerated pipeline through close relationships with partner sales teams
Drive new ARR opportunities through channel-sourced and channel-accelerated initiatives
Lead and develop Cloud & Hardware Alliance Managers, with the opportunity to continue to grow the team, providing mentorship, guidance, and support to achieve strategic objectives
Foster a collaborative and innovative team culture that aligns with Veeam's mission and values
Expand Veeam's reach into new markets and sectors by leveraging partner relationships
Focus on geographical and industry/vertical expansion, especially in regions and sectors where Veeam lacks existing sales coverage
Support GTM activities to execute joint marketing plans with cloud providers and track generated opportunities
Leverage partners' industry recognition to amplify Veeam's message and voice through press releases, joint announcements, case studies, and geographic sales events
Ensure all partner engagements are aligned with Veeam's principles of customer-centricity, strategic alignment, mutual growth, performance measurement, and trust
Establish metrics for regular performance evaluation and ensure trust and transparency in all partner interactions

Requirements

10+ years of experience in strategic partnerships, alliances, or business development within the technology or cloud computing industry
5+ years of experience managing, motivating and coaching people
Proven track record of driving revenue growth through strategic partnerships and alliances
Deep experience and comprehension of AWS partner programs, field structure and GTM strategies
Experience managing partnerships with one of the major cloud providers (GCP, Azure, Snowflake, Databricks, etc) is essential
Experience managing partnerships with one Strategic Alliances such as HPE, Lenovo, Hitachi, Pure Storage, Nutanix, Exagrid as well as other strategic alliances
Strong strategic thinking and analytical skills to identify and evaluate partnership opportunities
Excellent communication, negotiation, and relationship-building skills
Ability to collaborate effectively with internal and external stakeholders at all levels
Knowledge of cloud cost management, FinOps, and cloud-native technologies
Leadership: Demonstrated leadership and team management skills to build and lead a high-performing partnerships team
Innovation: Ability to think creatively and strategically to develop innovative partnership models
Customer Focus: Strong commitment to improving customer experience and aligning partnerships with customer value
Results-Driven: Focused on achieving measurable outcomes and driving mutual growth and success through partnerships

#LI-KS2 #remote

The salary range posted is On Target Earnings (OTE), which is inclusive of base and variable pay. When making an offer of employment, Veeam will take into consideration the candidate’s expectations, experience, education, scope of responsibility for the role, and the current market demands.

United States of America Pay Range

$269,500—$385,000 USD

Veeam Software is an equal opportunity employer and does not tolerate discrimination in any form on the basis of race, color, religion, gender, age, national origin, citizenship, disability, veteran status or any other classification protected by federal, state or local law. All your information will be kept confidential.

Please note that any personal data collected from you during the recruitment process will be processed in accordance with our Recruiting Privacy Notice.

The Privacy Notice sets out the basis on which the personal data collected from you, or that you provide to us, will be processed by us in connection with our recruitment processes.

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