Director, Global Systems Integrators

United States

United StatesCaliforniaSan Francisco

United StatesIllinoisChicago

United States New York

The Director, Global Systems Integrators at Veeam will: assess, develop, design and implement global go-to-market business relationship with select Global Systems Integrators and Consultants.

Language Required

  • English

Responsibilities

  • Develop and manage global account plans for executive sponsorship, joint offering development, training and enablement, marketing, demand generation, targeted account planning and sales.
  • Develop and manage business plans for the investment of resources into system integrator business relationships
  • Establish and launch initial system integrator resell and internal use agreements, drive pipeline and revenue, including responding to competitive RFP’s for selection as global technology partner as required.
  • Create and launch program for Advisory Services firms to support non-managed business partners that influence revenue; provide single point of contact for access to account teams, products information, training and technical support.
  • Improve internal processes and reporting for tracking of influenced revenue in Salesforce.
  • Develop custom system integrator offerings, negotiate contracts, and implement joint business processes to integrate software and hardware products into their existing services practice.
  • Ensure content creation for joint marketing, newsletters, and staff training programs.
  • Develop value propositions and sales initiatives and directed joint teams in closing deals at key customer accounts.
  • Collaborate with Veeam technology Alliance leads to leverage our joint offerings through their system integrator relationships; leveraging our resell relationships with HPE, Cisco, and NetApp primarily.
  • Responsibilities may be subject to change depending upon the business needs of the organization.

Qualifications

  • 5-10 years of experience developing and managing Global Systems Integrator partnerships for leading ISVs
  • Strong business acumen and demonstrable success in driving go-to-market plans and outcomes with GSIs
  • Strong leadership, management and value-creation skills in building third-party business relationships that exceed revenue goals
  • BA/BS Degree
  • Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
  • Familiar with hardware/software field sales organizations and SI/SO Business Partner models
  • Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management
  • Global/international experience
  • Strong business acumen and negotiation abilities – experience with contract negotiation
  • Team player; Strong drive; Self-starter;  Ability to take leadership role in driving initiatives, working across virtual organizations, and structuring approaches to new opportunities
  • Familiarity with a broad range of application and infrastructure software

Additional skills

  • Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
  •  Familiar with hardware/software field sales organizations and SI/SO Business Partner models
  •  Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management
  • Global/international experience
  • Strong business acumen and negotiation abilities – experience with contract negotiation
  • Team player; Strong drive; Self-starter;  Ability to take leadership role in driving initiatives, working across virtual organizations, and structuring approaches to new opportunities
  • Familiarity with a broad range of application and infrastructure software

We offer

  • Modern, energetic, global working environment
  • Opportunities for professional growth and promotion
  • Work in a stable, dynamic company
  • Competitive salary, depending on skills and experience
  • Comprehensive healthcare

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.

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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