Technology Alliances Manager

Wasabi Technologies; United States; Remote; USD 110,000 - 140,000; Full time

Job summary

An innovative firm is seeking a Technology Alliances Manager to lead strategic partnerships in the backup and recovery sector. This dynamic role involves driving revenue through collaboration with key technology partners, defining go-to-market strategies, and serving as a trusted advisor to stakeholders. The ideal candidate will thrive in a fast-paced environment, showcasing their expertise in partner management and business development. With a focus on building relationships and executing strategic initiatives, this position offers a unique opportunity to influence growth and success in a rapidly evolving industry. If you are passionate about technology and partnerships, this is the role for you!

Qualifications

• 7+ years in Partner Management, Alliances Management, or Business Development.
• Experience in IT backup and recovery industry and knowledge of key players.

Responsibilities

• Drive revenue impacting strategic relationships and business plans.
• Act as the primary point of contact and trusted advisor to partners.

Skills

Partner Management

Sales

Business Development

Revenue Tracking

Communication

Project Management

Multitasking

Time Management

Education

Bachelor's Degree in Business

Tools

Salesforce

Asana

Job description

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Role Purpose:

In this role you will be managing a core group of technology alliance partners and driving go to market (GTM) strategies and pipeline primarily in the backup and recovery/data protection space.

You will have relentless focus on driving revenue with a core set of strategic partners and be the primary point of contact and trusted advisor to expand the relationships. You will also analyze and prioritize new high potential partners to recruit and activate in collaboration with business development, product management, and executive stakeholders. As a partner champion for Wasabi, you will drive influenced revenue in tight collaboration with global sales and channel leadership.

You will be the primary point of contact to drive awareness and demand by evangelizing the Wasabi story with partner solutions to alliance sellers, channel partners, and end-customers and be a spokesperson at partner trainings, sales kickoffs, and other events as well as training the broader in region Wasabi teams to do the same globally.

This role reports to the Senior Director of Global Alliances. All roles are currently work from home with the ability to join the team for occasional meetings in the office as planned. This role requires 25-30% travel.

*Principals only. No recruiters.

Responsibilities:

• Drive revenue impacting strategic relationships and business plans with alliance partners in the Data Protection/Backup and Recovery space.
• Act as the primary point of contact and trusted advisor to partners and build relationships with key stakeholders at partner organizations.
• Define the joint Alliance strategy and GTM motion, setting annual priorities and recommending tactics to achieve the goals, in alignment with the regional and global teams as required.
• Work closely with business development, product marketing and sales leadership stakeholders to align on GTM strategy, target customers and channels, and joint value positioning.
• Perform quarterly business reviews with strategic partners and readout results to internal stakeholders.
• Work closely with alliance marketing teams to drive sales enablement programs and incentives, training content, execute sales trainings and account mappings with the alliance and channel partners, and plan annual joint marketing initiatives.
• Be a Wasabi evangelist and spokesperson with ability to communicate the Wasabi plus partners value proposition at sponsored engagements, meetings, trainings, and events.
• Set Objectives and Key Results (OKRs) and report quarterly on metrics.

Requirements:

• 7+ years in similar role such as Partner Management, Alliances Management, Sales, or Business Development.
• Bachelors degree or higher in business or a related discipline.
• Experience in the IT backup and recovery/cyber resilience industry and knowledge of key technology players such as Veeam, Commvault, Rubrik, Cohesity, Arctera (formerly Veritas) and others as well as their go to market channels.
• Revenue minded with the ability to work closely with marketing and sales ops teams to define and run reporting to track alliance influence pipeline.
• Ability to understand and leverage Technology Alliance Partner solutions to educate and enable channel sales teams and create pull-through demand.
• The ability to multitask, prioritize, and manage time effectively with outstanding attention to detail is a must.
• Comfortable with a fast-paced remote working environment, so working independently to meet deadlines is important.
• Ability to deal with ambiguity and be flexible to work in a rapidly changing environment and adapt to various business needs and evolving priorities in the partner ecosystem.
• Experience with project management tools (Asana), and CRM (Salesforce) a plus.
• Willingness and ability to travel up to 20-30% as needed.
• Be a team player and fun to work with!

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Marketing

• Industries

  Software Development

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