EMEA Alliances Director

Veeam®, the #1 global market leader in data protection and ransomware recovery, is on a mission to empower every organization to not just bounce back from a data outage or loss but bounce forward.

With Veeam, organizations achieve radical resilience through data security, data recovery, and data freedom for their hybrid cloud. 

The Veeam Data Platform delivers a single solution for cloud, virtual, physical, SaaS, and Kubernetes environments that gives IT and security leaders peace of mind that their apps 
and data are protected and always available.

Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 450,000 customers worldwide, including 74% of the Global 2000, who trust Veeam to keep their businesses running.

The Director of Alliances for EMEA is responsible for driving revenue growth and fostering strong relationships between Veeam and its strategic partners, with a specific focus on Microsoft partnership. This leadership role entails overseeing a team, strategic planning, effective communication, and collaborative execution of business initiatives that leverage partner technologies to achieve mutual success across the EMEA region.

Your tasks will include:

This role present 2 key responsibilities: Managing the EMEA relationship with Microsoft, as well as managing a team of Alliance managers covering locally our top 8 Alliances in different countries

1.Management of the Microsoft partnership

Revenue Growth with Microsoft:

• Build strategic business plan and identify key opportunities within Microsoft to drive revenue growth in the EMEA region through 3 key use cases
• Drive our Veeam Data Cloud solution built on Azure
• Drive Veeam revenues through the Azure Marketplace
• Keep our number 1 position as M365 Data Protection Vendor
• Monitor and report on performance metrics related to alliance performance.
• Revenues generated through the Azure Marketplace
• Co-sell initiatives with Microsoft
• Amount of pipeline generated and input on the Microsoft partner Center by our Veeam team

Liaison and Communication:

• Serve as the primary contact for Microsoft related communications within the EMEA region.
• Facilitate discussions to align business goals and share insights

2. Management of the local Alliance team

Team Leadership and Development:

• Lead, mentor, and develop a high-performing team of alliances managers across the EMEA region.
• Foster a collaborative team environment, establish clear performance objectives, and facilitate professional development opportunities.
• Empower the alliances team to effectively execute partnership strategies, ensuring alignment with Veeam’s growth objectives in the EMEA market.

Value Proposition Communication:

• Ensure that all Alliance managers effectively articulate Veeam’s value in relation to partner offerings to internal teams and external partners.

Program and Business Plan Development:

• Coach the Alliance team to build comprehensive business plans and marketing programs focused on expanding alliance initiatives in the EMEA market.
• Identify joint initiatives and co-marketing opportunities.

Cross-Team Collaboration:

• Partner with regional marketing and sales teams to implement go-to-market strategies involving partner solutions.
• Incorporate feedback from field operations into program development and execution.

Marketing Opportunities:

• Oversee the planning, execution, and evaluation of marketing campaigns related to strategic alliances in the region.
• Utilize KPIs to measure effectiveness and make refinements as necessary.

What we expect from you:

• Experience: 10+ years in the IT industry, with a focus managing the Microsoft Alliance.
• Strong knowledge of Microsoft ‘s teams, solutions and processes (Azure marketplace, Azure teams, M365 teams)
• People Management: Strong leadership capabilities with demonstrated success in managing and developing teams.
• Strategic Thinker: Proven ability to develop long-term strategies that align with business development objectives and market opportunities.
• Strong Communicator: Exceptional interpersonal communication skills, capable of conveying complex technical information clearly and persuasively.
• Project Management: Proficient in managing multiple projects simultaneously, with strong organizational skills and attention to detail.
• Analytical Mindset: Experience in analyzing data and generating insights that inform decision-making and strategic planning.
• Networking Skills: Ability to build and maintain relationships across various levels within partner organizations.
• Market Awareness: Comprehensive understanding of the IT landscape, especially in data management, cloud computing, and business continuity, with specific knowledge of Microsoft products.

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