Director, Major National Partners

The Director, Major Nationals is responsible for leading the North America Major National sales team working across Veeam to drive alignment and collaboration with Sales, Marketing and the Solution Engineering team to build a fully integrated channel strategy. The Director will build a compelling business, fueled by market driven innovations which highly optimizes Partner relationships, resulting in measurable business growth.

• Drive current GTM relationships, plus develop and implement the overall GTM Channel strategy for the field across all Major National Partner in North America
• In this role collaborating and partnering is essential across Veeam to create and drive Veeam’s overall Channel programs, including assisting with program definitions, oversight, pricing, and channel resources
• Collaborate with Veeam sales leaders and teams to provide partner opportunities that add value to our current customers, identify incremental customer opportunism and assist in current sales pursuits where directed by the customer or Veeam’s sales teams.
• Engage with Partners, establish monthly/quarterly business reviews to achieve the mutual objectives established
• Develop strong relationships with key decision-makers or influencers who can drive growth of partnership opportunities
• Engage with the key Alliance Partners and get immersed in their programs and their pursuit of business solutions in those larger programs.
• Manage the business plans for each of the Major National partnerships and executive partner business reviews
• Deliver and grow revenue based on our partnerships
• Establish short-term and long-term goals and performance metrics in line with corporate objectives.
• Be the “Voice of the Partner”, providing feedback into the company
• Report to and work with the Sr. Director, NA Channel Sales to build territory sales plans, execute against the sales strategy and procure all business through select partners.
• Drives, manages and executes the business and revenue of the area sales team; develops, coaches and trains sales staff.
• Analyzes market dynamics in an effort to maximize existing successes and to create new sales growth opportunities.
• Educates team on significant industry factors including competitive products, regulations, trends, customer needs, and pricing.
• Prepares forecasts, territory/industry management, and growth plans.
• Establishes and reports on metrics to measure team performance; correct deficiencies where necessary.
• Ensures that the channel sales plan is aligned with and supports the corporate revenue goal in North America.

• Recruits, hires and trains staff members; fosters a successful and positive team environment.

• Bachelor’s Degree required (a combination of education and experience will be considered)
• A minimum of 15+ years of related experience is required
• At least six (5) years of leading a team of Channel Sales or End-User Sales professionals
• Established relationships with some, or all, of the following Solution Providers: CBTS, ePlus, Logicalis, Presidio, Sirius, SoftwareONE, WWT, LongView Systems and OnX Canada.
• Must be a high performing sales leader with a proven track record of consistently exceeding established measurements for goals and objectives.
• Deep understanding of Partner’s business, strategy, operations, technology and goals
• Competency in contract negotiation from the high-level goals to the last detail.
• Ability to manage internal and external resources to deliver results that exceed expectations.
• Strong network of industry relationships with potential partners, competitors, customers and thought leaders
• Strategic thinker with technical background or related experience who can blend technology and business strategy to develop compelling plans for joint solutions
• Demonstrated record of delivering quality results with supporting metrics
• Superior presentation and communication skills
• Strong leadership and influencing skills

Additional Information

All your information will be kept confidential according to EEO guidelines.