Alliance Manager, ANZ

Veeam is the Data and AI Trust Company, specializing in helping organizations ensure their data and AI are fully understood, secured, and resilient to enable the acceleration of safe AI at scale. As the market leader in both data resilience and data security posture management, Veeam is built for the convergence of identity, data, security, and AI risk. Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 550,000 customers worldwide, who trust Veeam to keep their businesses running. Join us as we go fearlessly forward together, growing, learning, and making a real impact for some of the world’s biggest brands.

About The Role:

Responsible for building and managing the relationship and strategic objectives of the Alliance partnerships with the key objective of achieving the bookings targets. This individual should have experience working with Vendors, including joint go-to-market and selling with and through this route-to-market. This role is responsible for establishing and growing Veeam’s partnership with the nominated alliance partners across ANZ. In addition, they will be accountable for accelerating the adoption of Veeam technologies into the partner’s solutions and Cosell to existing accounts.

What You’ll Do:

• Drive Veeam Bookings through Marketplace and Cosell Route to Market

• Focus on pipeline conversion to wins

• Develop and support close plans for top opportunities

• Support pipeline growth activities, marketing and target account penetration planning

• Establish a reporting cadence for Pipeline, Bookings, and Must Win Opportunities

• Collaborate and communicate across local and regional teams to optimize collaboration and bookings

• Understand and communicate Veeam’s “Value Prop” as it relates to the nominated Alliances go to market, offerings and services

• Create compelling messaging and engagement to position Veeam as #1 Solution for new and existing offerings

• Develop and build relationships with the Alliance to grow the Veeam business

• Drive sales growth strategies and results on a ANZ basis by influencing and securing mindshare and positioning with various teams

• Develop and lead a predictable and effective partnership cadence with the alliances: enablement/training plans, competitive updates, roadmaps, go-to-market

• Develop and lead training and enablement strategy and plan with each alliance to establish and grow Veeam expertise within the technical and sales communities

• Facilitate collaboration between Veeam, channel partners, and Veeam Alliance Partners to optimize solutions and offerings for end users

What You’ll Bring

• Understanding of how to work with Microsoft and AWS

• Proven sales performance

• Knowledge of cloud data management, virtualization, and storage technology

• Ability to define an create a winning Sales Strategy

• Ability to Build Influential Partnerships - executive relationships and influence senior executives

• Ability to create and execute on business plans

• Ability to create and deliver go-to-market initiatives

• Ability to drive 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

• Minimum 10 years of experience in Technology Sales – Enterprise Accounts - Global System Integrator and Strategic Alliance is a plus

What You’ll Get

• 20 annual vacation days, plus 4 extra global VeeaMe Days for self-care and 24 paid volunteer hours annually through Veeam Cares

• Private medical insurance and income protection during illness or injury

• Annual wellbeing allowance and flu vaccination vouchers

• Discounted HCF corporate health insurance

• Free, confidential counselling and coaching via EAP

• Superannuation contributions via salary sacrifice

• Car allowance for eligible field sales roles

• Salary sacrifice options for portable electronic devices (phones, laptops, tablets)

• Opportunities to learn and grow through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops, and learning events like our annual Global Day of Learning

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Veeam Software is an equal opportunity employer and does not tolerate discrimination in any form on the basis of race, color, religion, gender, age, national origin, citizenship, disability, veteran status or any other classification protected by federal, state or local law. All your information will be kept confidential.

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