Alliance 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.

Currently, we are looking for a Regional Alliance Manager preferably located in the U.S. Central Region.   As the Regional Alliance Manager for the U.S. Central Sales Region you will be responsible to develop, and maintain strong relationships with Veeam strategic alliances through activities that cover sales, channel and marketing.

Veeam Strategic Alliances includes HPE, AWS, Microsoft, Google, Lenovo and Pure Storage.  Provide support for Emerging and Technical Alliances.

Responsibilities:

• Drive alliance partners internal awareness of Veeam to create pipeline based on joint sales plays
• Enable Veeam business expansion around joint workloads with Alliances. Including applying joint offer, field enablement, marketing, support, and demand generation
• Accelerate direct sales collaboration, especially on the enterprise segment, and track closure of leads and open opportunities
• Partner with US Alliance Marketing and Global Alliance Marketing to create new initiatives that drive opportunity generation, product evaluations, Net New Customer acquisition  and sales closure
• Enable joint channel ecosystem to broaden the reach of joint solutions and accelerate the sales cycle.   Target Enterprise, Commercial, SLED customers and prospects
• Define, manage, and execute a set of programmatic Alliance interactions that can be replicated across all Alliance Partners
• Leverage existing initiatives developed by Veeam Global and AMER Alliances organizations
• Work closely with the US Central sales, pre-sales, marketing, and channel teams to achieve your goals.
• Travel across the region frequently

Requirements:

• Bachelor’s degree and 5+ years of directly related experience, or equivalent combination of education and experience
• Experience in strategic business development and using partner motions ideally with any of our existing Alliances
• Proven track record of program and campaign creation for multiple audiences including sales teams
• Experience working with Regional/Global Alliance partner sales and partner business development is a must
• Understanding of Product Management and Marketing disciplines especially interlocking with a Strategic Alliance
• Excellent verbal and written communication skills
• An understanding of how to work with large hardware organizations especially at the GBU level
• Knowledge of virtualization technology
• Ability to create and execute on business plans
• Ability to create and deliver programs/campaigns
• Ability to drive technical projects related to business development opportunities
• Ability to adapt to changes in roles and responsibilities
• Ability to work independently with limited direction in a fast-paced environment; must be a high-energy, motivated self-starter
• Cross team collaboration and motivational skills
• Analytical thinker with proven ability to metric and govern
• Deep knowledge of some of our strategic Alliances is mandatory,  Previous direct alliance management is preferred
• Experience in creating, driving a sales pipeline (directly or through channel)
• Understanding of marketing fundamentals: from strategic to the tactical 
• Demonstrated experience working in a top enterprise software company (alliances or channel)
• Strong interpersonal skills and ability to motivate external teams to work towards common goals
• Excellent written, oral and customer presentation, influence, and negotiation skills 
• Creative approach to local partnerships and marketing 
• General business acumen, MBA a plus
• Results driven, self starter, collaborator 
• Willing to “roll up sleeves” and focus on the detail, while conversing with partner peers on high level plans
• Generation and execution of Veeam Alliance business plans
• Managing indirect resources focused on the Alliances to achieve goals
• Tracking and reporting overall Alliance results and joint initiatives
• Becoming the face of Veeam to the Alliances global business units and develop a brand position which is extremely positive and reflects the principles of Veeam
• Influence and share best practices between regions also focused on Alliance Sales
• Drive Veeam Alliance product related revenue within assigned geographic sales territory
• Act as a liaison between the Alliance Value Proposition and Veeam Sales as it relates to the Alliance partner's and Veeam's offerings
• Develop relationships with Alliance regional teams for enhancing the Veeam business. Discover, evaluate and recommend investment in marketing opportunities offered by Alliance or partners, manage Veeam’s participation in alliance partner activities and events
• Manage multiple campaigns from conception and launch through successful completion
• Create, develop and manage programs and business plans to grow the Alliance business. Collaborate and communicate across regional marketing and sales teams for planning and delivery of programs

• Ability to travel as much as 25% of the time US

#LI-TS1 #remote