Director, Strategic Alliances

Summary

Join Wasabi, a fast-growing cloud storage company, as their Director of Strategic Alliances. This senior-level, revenue-focused role requires driving go-to-market strategies and pipeline with key alliance partners, primarily in data protection. You will manage a small team of alliance managers, build relationships with key stakeholders, and analyze potential partners. As a Wasabi partner champion, you will drive influenced revenue and collaborate with global sales and channel leadership. The role involves significant travel and is currently work-from-home with occasional office meetings. This position reports to the SVP Global Alliances and Partner Marketing.

Requirements

• 10+ years of related experience in business development or strategic alliances in a data protection, storage, or related tech company
• Extensive senior partnership and/or product experience, preferably in high-growth and fast-paced B2B SaaS environments
• Strong understanding of storage and associated use cases and ecosystem especially in data protection
• Strong relationship management skills with ability to engage with all levels of partners’ organization
• Executive presence with ability to secure and drive executive level discussions between companies
• Strong communication skills to collaborate cross functionally and keep internal teams and stakeholders engaged
• Experience with a variety of go to market strategies including sell through all types of channel partners (MSP, VAR, VAD, and OEM)
• Ability to understand and leverage partner solutions to educate and enable channel sales teams and create pull through demand
• Ability to work in hyper growth scale up environment with ability to multitask, prioritize, and manage time effectively
• Comfortable with a fast-paced remote working environment
• Flexibility to work in a rapidly changing environment and adapt to various business needs in the partner ecosystem
• Willingness to travel domestically and internationally as needed

Responsibilities

• Drive revenue impacting strategic relationships and business plans with alliance partners in the Data Protection/Backup and Recovery space
• Act as the primary point of contact and trusted advisor to partners and build relationships with key stakeholders at partner organizations
• Manage a small team of alliance managers covering alliances in security and surveillance and other emerging solutions
• Responsible for managing and building the revenue associated with our partners, developing revenue targets, managing pipeline, and forecasting in collaboration with sales leadership
• Build the strategy to prioritize partners and GTM activities that drive sales, pipeline and channel engagement
• Work closely with business development, product marketing and sales leadership stakeholders to align on GTM strategy, target customers and channels, and joint value positioning
• Perform quarterly business reviews with strategic partners and readout results to internal stakeholders
• Work closely with alliance marketing teams to drive sales enablement programs and incentives, training content, execute sales trainings and account mappings with the alliance and channel partners, and plan annual joint marketing initiatives
• Be a Wasabi evangelist and spokesperson with ability to communicate the Wasabi plus partners value proposition at sponsored engagements, meetings, trainings, and events
• Set Objectives and Key Results (OKRs) and report quarterly on metrics

Benefits

All roles are currently work from home with the ability to join the team for occasional meetings in the office as planned