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Senior Director of Cloud and Technology Alliances
Veritas
Mountain View, CA, United States
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Position Summary
Veritas is seeking a highly motivated, passionate and energetic individual to join the Cloud and Technology Alliances team. Reporting to the VP of Products and Strategy, the successful candidate will be responsible for identifying and enabling a select number of Strategic, Cloud, Technology, and OEM partner alliances aligned with the company’s product strategy and roadmap and as the leader for the world-wide Product, Cloud and Partner Alliance ecosystem.
The ideal candidate will possess a strong background in developing technology partnerships and cloud solutions along with strong business development, consulting, and entrepreneurial skills. He/she should have a demonstrated ability to think strategically about new business models and technical solution definition, for the purpose of proposing and executing joint development by Veritas and its technology alliances. The candidate should also have a proven track record of influencing innovation through a partner ecosystem with prior solution and program successes.
The ideal candidate will be experienced in building technology-driven alliances with strong sell-through and sell-with potential that can be measured by the broad customer adoption of the solutions created and brought to market. The candidate will collaborate effectively across functions to influence and align business/product strategy with alliance strategy. The desired outcomes include ongoing management of a jointly defined and agreed upon technology roadmap, delivery of product integration and certification, and measurable contributions to revenue growth and profitability.
Responsibilities
• Establish trusted relationships across Veritas teams (e.g., engineering, marketing, sales, services, finance and legal)
• Partner with product development teams to digest technology and product roadmaps for the purpose of identifying gaps/complementary development opportunities.
• Identify, engage with and enable a focused list of strategic technology alliance partners with whom we will jointly develop market-leading integrated solutions, accelerate our time to market and/or further expand our presence and relevance in adjacent markets.
• Define and execute alliance business plans in collaboration with engineering, sales, ISVs, marketing and services teams to seamlessly develop and deliver solutions that accelerate the adoption of Veritas products by customers
• Establish and develop senior executive relationships with alliances, generating interest in Veritas offerings and successfully advocating for investment in and enablement of joint solutions
• Lead evangelism of technology alliances and joint solutions through outbound initiatives (e.g. industry conference presentations, thought leadership initiatives, white papers, Veritas and alliance partner events)
• Manage, measure and report the success of each technology alliance by employing a consistent alliances management process
• Collaborate with Veritas sales leaders to create joint go-to-market (GTM) programs where appropriate
• Directly lead, motivate and develop a talented team of Cloud and Technology Alliance professionals
Qualifications
• Experience leading, influencing and driving product development initiatives across functions (e.g. engineering, marketing, sales, services, finance and legal) in complex technical and business environments
• Prior track record of influencing innovation within a partner ecosystem with either solutions and/or programs that have demonstrated success at Enterprise customers
• Prior product management, technology alliance development, cloud solutions, product marketing, consulting and/or business development experience ideal
• Experience proposing, defining and leading executive level strategy and business development initiatives
• Deep understanding for enterprise IM business requirements and how to solve them by leveraging evolving data center, cloud, storage, information management and enterprise software technologies.
• Executive level business judgment, leadership, influencing and communication skills, including experience presenting to industry and leadership audiences.
• Deep technical understanding of foundational private and public cloud technologies (network, compute, storage, database, middleware, etc.) as offered by providers such as AWS, Microsoft Azure, and Google Cloud
• Direct experience with or knowledge of data protection and information management is preferred
• Expertise in structuring, negotiating, and managing complex partnership agreements
• Key interpersonal traits: self-motivation, “curious” listening, creativity, adaptability, unquestionable ethics & integrity, and a bias toward action.
• BA/BS degree required (STEM ideal), MBA preferred
• Ability to travel 40-50% domestically and internationally
Company Overview
Veritas Technologies enables organizations to harness the power of their information, with solutions designed to serve the world’s largest and most complex multi-vendor environments. Veritas works with 86 percent of Fortune 500 companies today, improving data availability and revealing insights to drive competitive advantage.
The Veritas business generated $2.6 billion in revenue in fiscal year 2015, and commands market leadership in markets that are estimated at $12 billion today.