Channel Manager
Job Summary
Job Description
The Channel Manager is responsible for managing the SHI partnership in the Western US, focusing on sales and enablement. The role involves leveraging the partnership to sell Veeam's technology to end customers and prospects. Key responsibilities include building and maintaining relationships, creating business plans, developing joint action plans, managing the Veeam pipeline within SHI, keeping SHI updated on Veeam news, and providing support for licensing, technical issues, and sales. The role requires strong communication, analytical skills, and the ability to work independently. The role involves up to 75% travel.
Must have:
- Bachelor's degree or equivalent experience.
- Sales experience with or through Channel Partner ecosystems.
- Ability to grasp new technology concepts.
- Analytical thinker with proven ability to metric and govern.
- Excellent verbal, written, and interpersonal communication skills.
Good to have:
- Sales experience in backup, cloud, or data center industries.
- Experience with Veeam Alliance Partners.
- Knowledge of virtualization industry.
3 skills required
Job Details
Veeam, the #1 global market leader in data resilience, believes businesses should control all their data whenever and wherever they need it.
Veeam provides data resilience through data backup, data recovery, data portability, data security, and data intelligence. Based in Seattle, Veeam protects over 550,000 customers worldwide who trust Veeam to keep their businesses running.
The Channel Manager is responsible for the alignment, enablement, and performance of the SHI partnership in the Western US. The role's key purpose is to leverage the partnership to actively sell our technology to their end customers and/or targeted prospects. The Field Partner Manager understands Veeam’s go-to-market (Sales Segmentation) and where there are synergies with SHI to obtain more opportunity for growth.
*Due to business needs, STRONG preference toward candidates based in Southern CA, Phoenix, Seattle, or Denver)
Responsibilities:
- Managing relationships in a highly leveraged, matrixed environment
- Reinforces sales & technical knowledge of the partner
- Builds and maintains lasting relationships with key roles within the partner account
- Creates annual and quarterly business plans with SHI West organization
- Develops, negotiates and tracks joint Action Plans with the SHI Business Units and Sales Organizations
- Develops and assists in managing SHI’s Veeam pipeline
- Keeps SHI Sales, Engineering and Leadership up-to-date on Veeam news and promotions
- Develops a solid working knowledge of Veeam Software products and the benefits they provide
- Provides support to SHI, to including help with licensing and technical issues related to Veeam products
- Provides support to qualified prospects and customers including follow up, product information, quotations and closures
- Provides forecasting and account opportunity as needed
- Updates and maintains SHI region specific data in Salesforce.com (Veeam's CRM system)
- Ability to travel up to 75% of the time within the assigned territory/region requirements
Qualifications:
- Bachelor's Degree and/or equivalent years of experience Sales experience with or through the Channel Partner ecosystems
- Sales experience in relevant industries of backup, cloud, data center a plus Ability to pick up new technology concepts
- Analytical thinker with proven ability to metric and govern
- Experience with Veeam Alliance Partners
- Ability to adapt to changes in roles and responsibilities
- Excellent verbal, written and interpersonal communication skills; must be able to present to groups
- Knowledge of virtualization industry and the ability to relay information to the partner community
- Ability to work independently with limited direction in a fast-paced environment
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About The Company
Veeam’s got your workloads covered — cloud, on‑prem, remote sites, and everything else in between. Our Zero Trust principles are baked into every backup, ensuring your data is protected and ready for recovery. Wherever your data lives, Veeam works with that, too.
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