Technology Alliances Manager

Summary

Join Wasabi, a fast-growing cloud storage company, as their Technology Alliances Manager. In this role, you will manage key technology alliance partners, driving go-to-market strategies and revenue generation, primarily within the backup and recovery space. You will act as a primary point of contact for partners, building relationships and expanding collaborations. Responsibilities include defining joint strategies, working with internal teams, performing business reviews, and driving sales enablement programs. The position requires significant experience in partner management, a strong understanding of the IT backup and recovery industry, and the ability to work independently in a fast-paced, remote environment. Travel is required (25-30%).

Requirements

• 7+ years in similar role such as Partner Management, Alliances Management, Sales, or Business Development
• Bachelors degree or higher in business or a related discipline
• Experience in the IT backup and recovery/cyber resilience industry and knowledge of key technology players such as Veeam, Commvault, Rubrik, Cohesity, Arctera (formerly Veritas) and others as well as their go to market channels
• Revenue minded with the ability to work closely with marketing and sales ops teams to define and run reporting to track alliance influence pipeline
• Ability to understand and leverage Technology Alliance Partner solutions to educate and enable channel sales teams and create pull-through demand
• The ability to multitask, prioritize, and manage time effectively with outstanding attention to detail is a must
• Comfortable with a fast-paced remote working environment, so working independently to meet deadlines is important
• Ability to deal with ambiguity and be flexible to work in a rapidly changing environment and adapt to various business needs and evolving priorities in the partner ecosystem
• Willingness and ability to travel up to 20-30% as needed
• Be a team player and fun to work with!

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
• Define the joint Alliance strategy and GTM motion, setting annual priorities and recommending tactics to achieve the goals, in alignment with the regional and global teams as required
• 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

Preferred Qualifications

Experience with project management tools (Asana), and CRM (Salesforce) a plus

Benefits

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