San Francisco, CA
Industry: Enterprise Technology•
Not Specified years
Posted 58 days ago
Key characteristics of Principal Accountabilities are: Assist Veeam and alliance partner field teams in enterprise opportunities across all GEOs when needed. Be prepared to assist the field in any way possible but also maintain and enforce appropriate escalation procedures. Appropriately manage the volume, size, and strategic value of deals youre engaged with. Drive a high-level strategy for top partners by understanding overall market trends and the partner portfolio of products and solutions. Work closely with your Veeam alliance counterparts (alliance manager, solutions architect, product marketing, etc.) when communicating with and discussing strategy for the partner. Ensure all Veeam parties are aligned and informed. Possess, develop, and maintain a deep knowledge of competitive products. Devise a strategy which prominently positions Veeam with the partner. Understand competitive partner relationships which may vary by alliance partner. Participate in quarterly reviews (QBRs) between the Veeam sponsor, partner executives, and Veeam global virtual teams and drive the solution and technical enablement aspects of the reviews. Establish and maintain strong relationships with the Veeam and partner technical field organizations to educate but also continually improve and enhance our joint solutions and processes. Own and drive joint technical strategic projects which can include setting the agenda, steering the discussions, ensuring accountability for both organizations, and delivering tangible results. Work with product and alliance management for any partner specific feature enhancements to Veeam products. Assist with the prioritization of any new feature requests and ensure the partner is aware of committed and future planned enhancements related to the partners products. Based on your understanding of Veeam partner strengths and their portfolio, identify potential areas of 3-way collaboration with the strategic partner ecosystem. Key Success Factors: Ability to build trust in order to effectively lead and influence both internally and externally Taking best practices from your own experiences and partners and applying those across a strategic set of alliance partners Prior experience working with strategic partners to develop joint solutions and add-on capabilities Track record of building strong peer and executive relationships with enterprise customers or large technology partners. Ability to effectively communicate with partner executives. Self-starter with the ability to learn new technologies quickly Comfortable working in a fast-paced environment where roles and responsibilities change quickly ability to identify and pivot when necessary Strong written and oral communication skills Creativity and perseverance for solving problems Business acumen ability to take an alliance manager mentality to map the business back to the technology
The key areas of skills required specifically to perform given job: Technical architecture knowledge of VMware virtualization and related infrastructure and storage technologies Hands on knowledge of data protection & disaster recovery technologies Advanced skills in Enterprise Datacenter Infrastructure designs and technologies (storage, virtualization, networking) Relevant industry certifications such as VMware VCP, Microsoft MCITP or equivalent experience Technical expertise with vSphere including specific expertise around integration APIs and the hypervisor storage and data protection APIs Experience or knowledge of one or more of the public hyperscale cloud providers (e.g. AWS, Azure, Google) Previous pre-sales or other experience interacting with a global partner or large strategic customer.