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Senior Director
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 Global Channel & Alliances team. Reporting to the VP of Global Channel & Alliances, the successful candidate will be responsible for Veritas core Cloud Partnerships: Azure, AWS, Google & IBM, the global Cloud GTM Channel Model encompassing channel cloud partnerships as well as distribution marketplace integration. He or she will be responsible for managing the corporate Cloud Alliances teams as well as Cloud GTM resources world-wide.
The ideal candidate will be experienced in building out GTM models with Cloud SPs, both larger cloud providers as well as local CSPs and SPs world-wide. Deep understanding and background on consumption, subscription models and offerings and implications on both vendor sales and channel compensation models. The ability to work cross functionally with product, sales and marketing teams to drive a successful GTM strategy world-wide.
Responsibilities
• Manage and lead team of ww cloud teams assigned to core alliances: AWS, Azure, Google and IBM as well as Channel Cloud GTM
• Define ww strategy and initiatives for key alliances as well as channel cloud partner target identification and recruitment
• Develop and launch Go-To-Market initiatives
• Define and execute alliance business plans in collaboration with product marketing, engineering, sales, ISVs, marketing and services teams to seamlessly develop and deliver solutions that accelerate the adoption of Veritas products by customers
• Ownership of global executive relationships with core alliance partnerships
• Up-level Veritas partnership with all major cloud partnerships and drive full incorporation into all key alliance partner marketplaces
• Increase partnership value with key players like Azure and AWS and ensure incorporation into both CSP partner programs
• Key stakeholder in Veritas development and launch of MSP/Cloud program – developing new routes to market through channel and MSP and CSPs
• Creating innovative campaigns and programs to deliver on revenue plan and further penetration
• Be the main go to person for Cloud / Alliance marketing in the development of marketing assets, website presence, joint campaign materials and key event
• Marketing alignment and ownership of all world-wide programs
• Drive Veritas integration into major distribution marketplaces: Ingram, Arrow, Techdata
Qualifications
• Experience leading, influencing and driving Go-to-market 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 successful revenue
• 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 of cloud GTM, TaaS business requirements, public, hybrid and private Cloud- ; CSP business models- ; compensation and partnering models to drive compelling partnership offerings and engagement strategies to establish Veritas as a key multi-cloud player within the industry
• Executive level business judgment, leadership, influencing and communication skills, including experience presenting to industry and leadership audiences.
• Expertise in structuring, negotiating, and managing complex partnership agreements
• 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.