Channel Sales Manager

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 Channel Manager is responsible for the alignment, enablement, and performance of the partners in their territory. The successful candidate will manage daily sales relationships and represent VEEAM in all aspects of business development, strategy, execution, funnel development, marketing, and sales within the focus partners in Western Canada (Regional & National). The Channel manager understands Veeam’s go-to-market in alignment with the sales and engineering team and where there are synergies with the Partners to obtain more opportunity for growth. 

Responsibilities:

• Managing relationships in a highly leveraged, matrixed environment 
• Develop goals that are measurable and drive productivity within the Focus Partners and their operating units 
• Lead & participate in impactful QBRs with meaningful and measurable action items, as well as follow-up. 
• Leverage executive level relationships within the resellers and their operating units 
• Achieving revenue targets and goals for the resellers and their operating units 
• Developing and executing partner plans with variable rebates and goals 
• Recruiting, training, program development & execution, events, and enabling the focus partner sellers & technical sellers  
• Facilitate communications and, manage the pipeline and deal flow between partner and Veeam sales reps 
• Working closely with the Partner Executives and Sales Leadership to ensure alignment and to understand your Partner business model, profitability levers, and strategic objectives. This individual will be an advocate for the unique value that their Partner(s) bring(s) to the market. 
• Working closely with Microsoft, AWS, Lenovo, HPE, Pure Storage, Palo Alto and other strategic alliances 
• Successful candidates will possess strong critical thinking skills, executive presence, and an entrepreneurial spirit with a passion for growing a business. 
• Quota 100% based on Territory/Partner revenue growth targets for focus partners and their subsidiaries 

Requirements: 

• Min. 5 to 10 years’ experience working with a Manufacturer or Partner in the Technology Industry and a track record of success 
• Bachelor's Degree and/or equivalent years of experience Sales experience with or through the Channel Partner ecosystems 
• Strong executive presence and financial acumen 
• Direct Sales and Marketing experience is an asset (Sales experience in relevant industries of backup, cloud, data center a plus) 
• A flexible personality to work within a geographically distributed and matrix environment. 
• Excellent interpersonal, facilitation and negotiation skills 
• Tenacious and aggressive “hunter” mentality 
• Excellent written & verbal communications, influencing, presentation skills and time management. 
• Must be able to present to groups 
• Ability to work independently with limited direction in a fast-paced environment; must be a high-energy, motivated self-starter. 
• Ability to adapt to changes in role and responsibilities 
• Ability to pick up new technology concepts Analytical thinker with proven ability to metric and govern 
• Experience with Veeam Alliance Partners 
• Knowledge of virtualization industry and the ability to relay information to the partner community 
• Ability to travel up to 75% of the time  

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