Inside ISV Channel Alliance Manager – Microsoft & AWS Focus

The Inside ISV Channel Alliance Manager (ICAM - Microsoft & AWS Focus) at Veeam is responsible for helping expand strategic relationships with Microsoft and Amazon Web Services (AWS) within Veeam’s channel and alliance ecosystem. This role will assist in driving joint business opportunities, collaborative go-to-market initiatives, and partner enablement programs to accelerate Veeam’s success with these key cloud partners, while also supporting operational excellence and renewal motions.

Key Responsibilities:

Alliance Engagement & Velocity Motion:

• Drive velocity motion by conducting targeted email outreach to priority accounts to boost attendance at webinars and events, collaborating with AWS/Microsoft Customer Acquisition Reps (CARs) on joint email campaigns where appropriate.
• Contact and follow up with attendees of Microsoft and AWS-specific webinars and events to nurture leads and advance pipeline opportunities.
• Collaborate with Veeam’s sales, technical, and marketing teams to create compelling joint value propositions, solution architectures, and campaigns tailored for Microsoft and AWS platforms.
• Develop and nurture relationships with Microsoft and AWS Veeam alliance teams, ensuring alignment on joint business objectives, solution integration, and co-selling opportunities.
• Analyzing and cross-collaboration with Veeam’s partner teams (e.g. Insight, CDW, SHI, etc.) to identify top hyper-scaler accounts that have EDP & MAAC for targeting joint demand generation events.

Renew, Upgrade & Expand Motion:

• Coordinate meetings between Veeam Customer Success Representatives (CSRs) and AWS/Microsoft Field Teams for renewals transacted via the Marketplace (MKPL), with the goal of driving upgrades and expansion beyond existing renewals.
• Support the onboarding, enablement, and training of Veeam’s internal teams and channel partners on Microsoft and AWS integration, best practices, and co-sell programs.

Operational Excellence:

• Handle partnership operational challenges ensuring seamless execution of joint activities.
• Assist in processing Marketplace (MP) orders and managing deal sharing in AWS Partner Network (APN) and Microsoft Partner Center.
• Support deal registration processes, including clarifying and improving the AWS registration flow on Veeam Pro Partner, and providing guidance on AWS Marketplace and co-sell motions. (Note: There is currently no separate Microsoft registration option.)
• Impeccable SFDC hygiene
• Account intelligence mapping and support

Performance & Collaboration:

• Track and report on joint pipeline, sales performance, and key success metrics specific to Microsoft and AWS partnerships.
• Organize and participate in joint marketing activities such as webinars, events, and digital campaigns focused on Microsoft Azure and AWS workloads 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 current on Veeam’s portfolio, Microsoft Azure, AWS offerings, and competitive landscape to deliver effective partner and customer engagement.
• Advocate internally for Microsoft and AWS partner needs, providing feedback to Veeam leadership and product development teams.

Requirements:

• Bachelor’s degree in business, IT, or a related field (or equivalent relevant experience).
• Experience in channel sales, alliance management, or partner programs, ideally with a focus on Microsoft or AWS partnerships.
• Strong understanding of public cloud technologies (Microsoft Azure, AWS), data management, backup, and disaster recovery solutions.
• Excellent interpersonal, communication, and organizational skills.
• Ability to manage multiple projects and partner relationships simultaneously in a fast-paced environment.
• Analytical mindset with experience in pipeline and performance reporting.
• Self-motivated, proactive, and able to work both independently and as part of a virtual team.

Preferred:

• Previous experience working directly with Microsoft and/or AWS partner ecosystems.
• Familiarity with Veeam’s backup, recovery, and data management solutions and their integration with Azure and AWS.

#LI-CC1