Director, Area Partner Sales - West Region

United StatesUtahSalt Lake City

Date Posted: 2020-05-21

Everything’s in place for you to win at Veeam – the global leader in Cloud Data Management. We provide trusted back-up solutions that deliver cloud data management and protection, keeping the world moving for over 360,000 customers including the vast majority of Fortune 500 companies. We’re extremely successful: a billion-dollar company and Leader in the Gartner Magic Quadrant that’s won over 170 top industry awards. But we’re always looking forward. Everyone here plays a part in finding new opportunities and winning new deals, and you’ll be backed by a best-in-service product and an unrivalled reputation for delivering customer satisfaction – our net promoter score is 3.5x the industry average.

Ultimately though, we grow together, so we’ll support you fully to be successful in your role. We’ll invest in you through our on-demand learning systems. Mentoring, training and coaching will help you to find your feet, take big challenges in your stride and perform at your best. There are acceleration programmes that could propel you further forward than you imagined. And whether it’s learning additional skills, gaining a new experience or taking the next step in your career, there will be lots of scope for development.

All this in a place where people talk from the heart. We have a culture of focus and excellence. We encourage innovation and iteration. And since our achievements are tangible, we can keep it real and be genuine with each other. We’re inclusive, diverse, open and honest people who collaborate, support each other and have fun together. And we’re nimble enough for people to speak up. We play to win; we’re competitive, hungry and driven, but we remain humble. If that’s you, get ready to do Veeamazing things.

Language Required

  • English

Responsibilities

The Director, West Area Partner Sales is responsible for leading a regional partner sales team by overseeing sales for new and existing customers of Veeam Software through all resellers in the Area.

  • Lead a team of Regional Partner Sales Managers that drive revenue with focus partners in the territory
  • Work with all segment sales leaders in the territory to build territory sales plans, execute against the sales strategy, drive revenue growth and deliver targets
  • Establishes productive, professional relationships with key personnel in assigned partner accounts
  • Analyzes area market dynamics in an effort to maximize existing successes and to create new sales growth opportunities
  • Proactively assesses, clarifies, and validates partner needs, gaps and requirements to be successful on an ongoing basis.
  • Educates team on significant industry factors including competitive products, regulations, trends, customer needs, and pricing
  • Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
  • Prepares forecasts, territory/industry management, and growth plans
  • Establishes and reports on metrics to measure team performance; correct deficiencies where necessary
  •  Build a strong partner pipeline through co-marketing programs, account and field mapping of company and partner sellers
  •  Meets assigned targets for profitable sales volume and strategic objectives in assigned territory and partner accounts.  Ensures that the partner sales plan is aligned with and supports the corporate revenue goal of the area
  • Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones
  • Provide regular governance, reporting, and management of indirect and joint/co-selling activities
  • Closely coordinates company executive involvement with partner and end-user customer management as appropriate.
  • Recruits, hires and trains staff members; fosters a successful and positive team environment

Qualifications

  • BS/BA or higher degree
  • 5+ years of demonstrated experience in similar role with a strong focus on indirect sales and channel development for a software/SaaS company
  • Must be a high performing partner sales manager with a proven track record of consistently exceeding established measurements for goals and objectives
  • Excellent knowledge and experience of the workings of reseller, systems integrator and consulting ecosystem. Past relationships and network is a plus.
  • Excellent verbal and written communication skills to be able to interact with technical and business counterparts both within and outside the company.
  • Demonstrated knowledge of different sales methodologies and customer relationship management (CRM) system: SalesForce knowledge is desired
  • Knowledge of storage, virtualization technology, and experience with VMware and/or Citrix is highly desirable

We offer

Veeam Software is an equal opportunity employer and does not discriminate or allow discrimination 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. Veeam promotes affirmative action for minorities, women, disabled persons and veterans. Veeam also maintains a drug-free workplace. All your information will be kept confidential according to EEO guidelines.

 

Natasha
«For me, Veeam is a platform that launched my career into people management in conjunction with channel management. Veeam provides an opportunity for all its employees to succeed and progress within the IT industry.»
Natasha
Senior Inside Channel Manager (Team Lead), Australia
«For me, Veeam is a platform that launched my career into people management in conjunction with channel management. Veeam provides an opportunity for all its employees to succeed and progress within the IT industry.»

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