Channel and Emerging Alliances Manager

CommVault Systems

Are you ready to embark on a mission to forge strategic alliances that drive profitability and sustainable growth? We are seeking a dynamic Channel and Emerging Alliances Manager to join our team at Commvault. As a key player in our ecosystem, you will 'own' and cultivate relationships with nominated partners, elevating Commvault's presence and ensuring the achievement of quarterly revenue targets.

Responsibilities:

• Develop solid and strategic relationships with nominated partners, demonstrating how Commvault contributes to their operations. Find opportunities to showcase our value, penetrate accounts, and increase market share.
• Cultivate strong relations at all levels within partner organizations, personally leading the relationship throughout the sales cycle. Increase scope and sales of Commvault offerings within partners, overcoming objections and advancing opportunities.
• Achieve quarterly revenue goals outlined in the business plan. Develop and sustain a pipeline for the medium and long term, ensuring regular and predictable income that outperforms against financial goals.
• Improve pipelines and win rates by mentoring and facilitating partners' sales forces. Conduct regular partner pipeline review meetings and provide resources to overcome objections and advance opportunities.
• Plan, develop, and deliver Commvault's participation in partners' demand generation marketing activities. Ensure relevant partner sales forecasts and initiate, measure, and run Commvault partner account plans.
• Run regular business reviews to understand the status of significant engagements, opportunities, and initiatives within partnerships. Develop positive relationships with peers across the company, emphasizing a common approach.
• Establish Commvault as the preferred solution within the partner portfolio. Increase brand awareness and mindshare within the partner organization, creating sponsors and supporters for the Commvault brand.
• Evangelize Commvault within partner organizations, driving engagement at an executive, marketing, and sales level. Initiate, develop, and promote relationships with third parties to broaden the scope of the company's business activity.
• Stay ahead of new technology and its impact on partnership relations. Keep development units and EMEA HO aware of product enhancements and development requirements for their area.

Requirements:

• Proven experience in selling (preferably software) through VARs, System Integrators, Alliances, and Distributors.
• 10+ years of experience working within a channel echo system.
• Existing relationships in the SI, reseller, and distributor partner ecosystem in the region.
• Outstanding negotiation skills with the ability to acquire the best possible terms.
• Excellent verbal and written communication skills, including strong presentation skills.
• Self-initiative, self-motivation, collaborative approach, and great teammate mentality.
• Knowledge of creating detailed and executable account plans using enterprise sales methodology.
• Understanding of the industry, products, competitors, emerging trends, and changing marketplace.
• Proven ability to articulate the company's value proposition and present solutions effectively.
• Strong history of achieving annual targets and quotas.