Technology Alliances Manager, Wasabi
More information about location
Cloud storage company
Be an early applicant
Cloud storage company
201-500 employees
Be an early applicant
More information about location
201-500 employees
Company mission
To store all the world’s data by making data storage simple, affordable, fast and secure.
Role
Who you are
- 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
- Experience with project management tools (Asana), and CRM (Salesforce) a plus
- Willingness and ability to travel up to 20-30% as needed
- Be a team player and fun to work with!
What the job involves
- In this role you will be managing a core group of technology alliance partners and driving go to market (GTM) strategies and pipeline primarily in the backup and recovery/data protection space
- You will have relentless focus on driving revenue with a core set of strategic partners and be the primary point of contact and trusted advisor to expand the relationships
- You will also analyze and prioritize new high potential partners to recruit and activate in collaboration with business development, product management, and executive stakeholders
- As a partner champion for Wasabi, you will drive influenced revenue in tight collaboration with global sales and channel leadership
- You will be the primary point of contact to drive awareness and demand by evangelizing the Wasabi story with partner solutions to alliance sellers, channel partners, and end-customers and be a spokesperson at partner trainings, sales kickoffs, and other events as well as training the broader in region Wasabi teams to do the same globally
- This role reports to the Senior Director of Global Alliances. All roles are currently work from home with the ability to join the team for occasional meetings in the office as planned
- 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
Our take
The cloud storage revolution is accelerating, and more and more companies want to make use of its services; but for some, the options out there may be unappealingly complex to implement, or simply beyond their financial reach. Wasabi Technologies supplies quick, reliable, and affordable cloud storage, so that more companies can make the most of the cloud.
Wasabi was founded in 2015 in hopes to make cloud data storage cheaper, as well as faster and simpler. The company provides Hot Cloud Storage, a one size fits all storage technology that is significantly cheaper than competitor alternatives. With its solution, users can affordably store near infinite amounts of data in a manner which is simple to access and easy to manage.
Wasabi Technologies has an impressive number of customers and partners globally and has raised substantial funding to Series D. This is being invested into the company’s technological capabilities and an expansion into more vertical markets - notably the APAC regions. The funding will also strengthen Wasabi's channel collaboration, and expand the company's go-to-market team and global brand strategy.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 7 rounds)
Dec 2022
$15m
SERIES D
Sep 2022
$125m
SERIES D
Total funding: $326.7m
Company HQ
Prudential / St. Botolph, Boston, MA
Leadership
David Friend
(CEO)Active investor, and board member at several business. Co-founder and former CEO of Carbonite. Previously co-founded 5 other companies.
Jeff Flowers
(CTO)Co-founder and former CTO of Carbonite, of Sonexis and of FaxNet. Co-Founder and former CEO of Storiant. Previous experience as VP of Engineering.
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