Description:
The Partner Business Manager will be accountable for the sales success of our sell through and sell with initiatives with select partners in a given territory. As a team, we need to develop the strategy, plan, and implement the go to market and key partner sales initiatives. In addition, build initiatives and strategic plans to drive incremental revenue for the partner(s) and at Commvault.
What You’ll Do…
- Ownership of partners sourced pipeline and revenue (quota) number in a territory
- Present Commvault portfolio and partner program benefits to partner teams in territory
- Building and implementing territory/district plans targeted at growing our mutual business
- Owning the territory business and sales execution plan between Commvault and their partners
- Develop trusted advisor relationship with key partners in territory
- Identifying mutual key strategic “plays”; Secure executive sponsorship and establish the key success criteria which will be used to focus the two organizations on agreed upon play
- Ability to demonstrate all partner routes-to-market within territory (ex. VAR, Alliances, MSP’s, Distribution)
- Drive account mapping and regional sales meetings to build partner relationships
- Lead and drive partner engagement with CVLT sales organization for resell, co-sell and services delivery
- Increase share of mind and share of wallet for Commvault solutions at Partner
Who You Are…
- Regional and/or National partner (Americas) experience highly desired
- Proven track record of partner Sales leadership, alliances and eco-system development with large, sophisticated partner relationships
- Strong solid understanding and shown capabilities working across the alliances lifecycle including product management, product marketing, sales, services to drive OEM and partner bundles solution plays
- Confirmed capability to build multifaceted strategies to attach vendor solutions to partner value propositions and improve sell-thru revenues
- Strong collaboration skills and working in a highly matrixed virtual environment to accomplish your objectives
- Solid understanding of distribution models, Channel programs and the “value exchange” elements of partner relationships
- 10 – 15 years of validated executive experience in Sales / business development
- The ability to travel