Regional Alliance Manager

6 days ago

Mumbai, India Veeam Software Full time

The Manager, Global or Regional Alliance will be responsible for growing sales, product integrations and relationships globally with Veeam Resell Alliance Partners (VRAPs) or emerging alliances. This individual has an understanding of how to work with alliances, field sales, and has connections with alliance marketing and business unit organizations. This role will develop the Veeam business globally or regionally through programs and partner management, sales support, enablement and collaboration with Veeam sales, marketing and channel partner teams.


Responsibilities: -


  • Drives strategy and execution of the [ALLIANCE] resell business: Executive relationships, sales forecast, pipeline, management of marketing and business development plans to achieve revenue goals
  • Owns relationship with alliance sellers: Versed in Veeam products, identifies opportunities with Alliance sellers, engages Veeam
  • Identify Joint Initiatives which can jointly be taken to the customers and partners
  • Leads and/or participates in the development and ongoing optimization of programs: Setting objectives, driving deliverables, creating metrics and milestones, and reporting progress
  • Engages in executing operational processes – quotes, order processing, reporting
  • Develops a plan for leveraging Veeam’s Alliance Partners to drive mindshare and revenue
  • Acts as a central point of contact to manage contracts, gather results from regions, share best practices, and continuously improve the program
  • Communicates program objectives, opportunities, and results in a clear and compelling manner, and on a consistent basis
  • Identifies opportunities to use and showcase Veeam’s products
  • Acts as a liaison between [ALLIANCE] & the Veeam field organization
  • Understands and communicates Veeam’s value proposition as it relates to [ALLIANCE] and our product offerings
  • Collaborates and communicates across regional marketing and sales teams for planning and delivery of programs
  • Develops relationships with [ALLIANCE] teams for enhancing the Veeam business
  • Discovers, evaluates and recommends investment in marketing opportunities offered by [ALLIANCE] or partners and manage Veeam’s participation in alliance partner activities
  • Manages multiple campaigns from conception and launch through evaluation
  • Ability to travel 0 - 75% of the time within the assigned territory/region requirements
  • Focuses to increase the mind share within the Alliance Ecosystem Helps in Onboarding the TOP Alliance Partners with Veeam and drive the engagement
  • Focus on driving the Pipeline with Technology Pillars in Alliance Ecosystem
  • Driving Quarterly Business Reviews and News Letters on Technology with Alliances"


Experience


  • Experience in strategic business development and using partner motions Experience in strategic business development and using partner motions specifically with HPE of $10m+
  • Proven track record of program and campaign creation for multiple audiences including sales teams
  • Proven management abilities with direct and indirect resources
  • Experience working with Global Alliance partner and/or channel sales and partner business development is desired
  • Experience in enabling sales teams regarding strategy, products and processes the ability to travel 50% of the time within the assigned territory.
  • Excellent verbal and written communication skills.
  • Experience in managing Leadership Relationships
  • Bachelor’s degree and/or equivalent combination of education and experience Understands how to work with ALLIANCE partners across the region
  • Knowledge of virtualization technology and leverage within a 2-tier distribution model
  • Ability to create and execute on business plans
  • Ability to create and deliver programs/campaigns
  • 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 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

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