Veeam Software posted a job you might be interested in May 01, 2015 at 07:36AM

Veeam Software

Vice President, Global Strategic Alliances
Greater New York City Area, US - Computer Software, Information Technology and Services
Overview

The Vice President – Global Strategic Alliances is responsible for all aspects of Veeam’s strategic alliance relationships. He/She is in charge of the Global strategic alliance organization which mission is to select and propose Strategic Alliances to accelerate the adoption of Veeam technologies in the market by identifying, classifying and managing relevant, mutually beneficial joint business activities and enabling the needed product integration.

Responsibilities

Key characteristics of Principal Accountabilities are:

• Develop and manage the relationships with Veeam Global Strategic Partners: VMware, Microsoft, HP, Cisco, NetApp, EMC as well as Tier 1 Veeam partners such as Nimble, Nutanix, Tintri, Simplivity, and others
• Develop and manage the team of the Global Alliance Managers who work with the respective Alliance partners
• Being accountable to define and execute the 1 to 3 year business objectives plan in alignment with the business strategy of the company to meet or preferably exceed the corporate sales objectives
• Engage, equip and support Veeam regional technical, partner and sales teams in pursuit of joint business
• Facilitate Veeam strategic alliance partner field and partner organizations for alignment and collaboration on complex customer facing deals to establish Veeam Software as the stated or de-facto vendor of choice
• Manage controversial alliance engagement escalations and conflicts
• Responsible for developing and securing global alliance agreements and lead Proof of Concepts to work with Veeam Development, Executive team including Finance, Sales, and Legal, as well as key Veeam stakeholders on contracts in support of the Veeam global alliance partner relationship.
• Build, leverage, rationalize, track and communicate alliance benefits to key stakeholders including alliance partner teams, alliance partners, alliance leadership and business units.
• Insure alignment between the Global and the Regional teams.
• Work with key Veeam alliance partner marketing stakeholders to develop strategic marketing plans focused on joint demand gen and integrated communications to key audiences within the alliance and Veeam field sales organization including best practices, wins, references and use cases.
• Establish compelling joint development, value propositions, positioning and joint GTM messaging for sales enablement and field training (Veeam, Veeam partner, Alliance, Alliance partners sales org)

Key metrics:

• Direct & influenced lead gen, partner recruitment, activation and revenue generation (mix to be established by compensation committee.)
• Product design wins – including POCs not ultimately monetized.
• Technical integrations, certifications within the alliance partner eco-system
• Alliance partner technical influence – ie. API development, modification, and utilization.

Management of the Global Alliance Managers who develop strategic relationships with their Alliance partners. Alliance Managers own the partnering strategies and relationship development with their respective partner companies. This group also aligns partner product integrations with Veeam’s product directions. This includes driving outcomes on certifications and integration solutions as well as developing, structuring and driving joint solutions and technology roadmaps. These roles include delivering and coordinating roadmaps between Veeam and our partners to ensure differentiation, technology adoption and enhancement with the partner’s technologies.

Qualifications

Experience:

• Strong C level network with most of our Strategic Alliance partners
• 20+ years of IT industry sales and business development experience.
• 15+ years of demonstrable leadership and management of high performance teams and cross-functional groups
• Program management ability, critical thinking and analytical skills
• Experience in sales, marketing and alliances of disruptive, emerging technologies and building alliances with Fortune 1000 type companies
• Proven strategic thinking and strong cross-functional collaboration experience is essential
• Demonstrated experience in leading for results, as well as strong organizational, communications and interpersonal skills
• Various sales & marketing practice experience
• Ability to accommodate with different business cultures and work on a global basis
• People management, direct and virtual

Context / Environment:

The Global Alliances team plays an instrumental role in helping to build Veeam into a category-defining company. As part of the team, you will work to build, evangelize and deliver world-class availability solutions, products, and services to customers and partners.

No salary provided

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