Hardware Inside Alliance Coordinator (IAC)

The Hardware Inside Alliance Coordinator (IAC) role at Veeam focuses on supporting and expanding strategic partnerships with key hardware alliance vendors such as HPE, Lenovo, Hitachi Vantara, Pure, Nutanix, and Exagrid across the Americas region. This position aids Regional Alliance Managers in driving joint business opportunities, pipeline development, and collaborative go-to-market initiatives to boost Veeam’s success alongside these hardware partners. The coordinator also manages operational tasks between Veeam, Veeam sellers, and its hardware alliances to ensure smooth alliance enablement and execution of programs.

Key Responsibilities:

The coordinator is tasked with a variety of sales, operational, and strategic duties including:

Alliance Engagement & Velocity Motion:

• Develop and nurture relationships with the hardware Veeam alliance teams, ensuring alignment on joint business objectives, solution integration, and co-selling opportunities.
• Collaborate with Veeam’s sales, technical, and marketing teams to create compelling joint value propositions, solution architectures, and campaigns tailored for the hardware alliances platforms.
• Contact and follow up with attendees of hardware alliance-specific webinars and events to nurture leads and advance pipeline opportunities.
• Drive velocity motion by conducting targeted email outreach to priority accounts to boost attendance at webinars, digital campaigns, and events, collaborating with hardware alliance Veeam contacts on joint email campaigns where appropriate.
• Analyzing and cross-collaboration with Veeam’s partner teams (e.g., CR & Regional Channel Teams) to identify top reseller accounts for targeting joint demand generation events.

Renew, Upgrade & Expand Motion:

• Coordinate meetings between Veeam Customer Success Representatives (CSRs) and hardware alliance Field Reps for renewals with the goal of driving Up-Sell/Cross-Sell, and expansion beyond existing renewals.
• Support the onboarding, enablement, and training of Veeam’s internal teams and channel partners on hardware alliances NSQ, Custom sku process, and ordering nuances as applicable.
• Utilization of Account IG (AIQ) for additional analysis on TAM opportunities for accounts.

Operational Excellence:

• Manage partnership operational challenges ensuring seamless execution of joint activities.

• Following up on license activations with customers ensuring completion of closed won status within SFDC.
• Support deal registration processes, including clarifying and improving the hardware registration flow on Veeam Pro Partner Portal, and providing guidance on submission of opportunities.
• Tracking and reporting joint pipeline development, sales performance, and key success metrics related to hardware alliances.

Performance & Collaboration:

• Track and report on joint pipeline, sales performance, and key success metrics specific to hardware alliance partnerships.
• Organize and participate in joint marketing activities such as webinars, events, and digital campaigns focused on hardware alliance sales plays and solutions.
• Work closely with regional and global channel managers, solution architects, and product teams to deliver successful joint initiatives and resolve partner challenges.
• Stay informed about Veeam’s portfolio, hardware alliance offerings, and the competitive landscape to enhance partner and customer engagement.
• Advocate internally for hardware alliance partner needs, providing feedback to Veeam leadership and product development teams.
• Building and nurturing relationships with hardware alliances and internal Veeam teams to align on business objectives, solution integration, and sales opportunities.

Preferred Qualifications and Skills:

Candidates for this role are ideally expected to have:

• A bachelor’s degree or a combination of education and relevant work experience.
• Bilingual proficiency in English and Spanish, with Portuguese as a bonus.
• Experience in channel sales, alliance management, or vendor operations, preferably with knowledge of hardware alliance vendors.
• Strong interpersonal, communication, verbal, and organizational skills.
• The ability to work independently with minimal supervision while managing multiple projects and relationships.
• An analytical mindset with experience in pipeline tracking and performance reporting.
• High energy, self-motivation, proactivity, and the capability to work effectively both independently and as part of a virtual team in a fast-paced environment.
• Familiarity with business research tools such as LinkedIn, Google, Salesforce, or similar CRMs.
• Proficiency in Microsoft Office tools including Excel, Outlook, Word, and PowerPoint.
• A strong passion for technology innovation and the industry.
• Excellent correspondence skills via email, instant messaging, and phone.
• Availability to work in the EST/Central Time Zone and participate in calls with Veeam sellers and alliance partners. This role is critical in bridging Veeam’s internal teams and its hardware alliance ecosystem to foster growth, streamline operations, and maximize joint business success in the Americas region.

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