Technology Alliances Manager

At Wasabi, we’re a proven collection of pioneers, visionaries and disruptive doers. We see things differently than our competitors, and we make our mark in the industry by challenging the norm and delivering the unexpected and improbable. We’re a fast-growing company taking the Cloud Storage industry by storm and recognized as one of the best places to work in Boston. 

Wasabi hot cloud storage is a new class and category of cloud storage, breaking all traditional barriers and boundaries of storage with a disruptive value proposition of being 1/5th the cost of AWS S3, faster than the competition, with no fees for egress or API request and delivered as a single-tier solution. Cloud storage has never been so simple, so fast and so inexpensive. It’s all part of our vision to make cloud storage the next great global utility, just like electricity.

Role Description: Technology Alliances Manager  

Role Purpose:

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. This role requires 25-30% travel.   

*Principals only. No recruiters.

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.

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. 
• 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!   

Wasabi Technologies is an Equal Opportunity Employer. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.