Veeam is the Data and AI Trust Company, specializing in helping organizations ensure their data and AI are fully understood, secured, and resilient to enable the acceleration of safe AI at scale. As the market leader in both data resilience and data security posture management, Veeam is built for the convergence of identity, data, security, and AI risk. Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 550,000 customers worldwide, who trust Veeam to keep their businesses running. Join us as we go fearlessly forward together, growing, learning, and making a real impact for some of the world’s biggest brands.
About the Role
As Regional Alliance Manager for DACH, you will split your remit across two mandates: 70% regional alliance support across Veeam's DACH strategic partners in the German, Swiss and Austrian market, and 30% named ownership of the EverPurealliance at EMEA level. Regionally you will focus primarily on Microsoft, HPE, Lenovo and Hitachi, coordinating with the EMEA Alliances team and working hand-in-hand with Veeam's DACH sales, pre-sales, marketing and channel teams to generate pipeline and accelerate revenue.
Veeam's strategic alliance portfolio includes: Microsoft, AWS, HPE, Red Hat, Nutanix, Lenovo, EverPure and Hitachi Vantara.
The ideal candidate would be based in Germany, ideally in the Munich / Bavaria region.
What You’ll Do
- Drive alliance partner awareness of Veeam to generate joint pipeline and accelerate sales
- Enable business expansion around joint workloads, joint offer, field enablement, marketing, support and demand generation
- Accelerate direct sales collaboration, especially on the enterprise segment, and track closure of leads and deals
- Partner with EMEA Alliance Marketing and Veeam DACH Marketing to create initiatives driving opportunity generation, product evaluations and sales
- Enable joint channel programmes to broaden reach and accelerate the sales cycle, targeting enterprise customers and prospects
- Define, manage and execute programmatic alliance interactions that can be replicated across the alliance portfolio
- Leverage and localise initiatives developed by Veeam Global and EMEA Alliance teams
- Work closely with DACH and EMEA sales, pre-sales, marketing and channel teams to achieve joint goals
- Navigate the DACH IT distribution ecosystem (Arrow, TD Synnex, Also, Ingram) and system integrators (Kyndryl, Accenture, Atos, Tata)
- Understand DACH procurement cycles, both public sector and private enterprise
- Travel frequently (40% - 50%) across DACH and occasionally across EMEA
What You’ll Bring
- Deep knowledge of at least one strategic alliance is mandatory; Microsoft, HPE and/or EverPure preferred.
- Demonstrated experience creating and driving a sales pipeline, directly or through channel
- Understanding of marketing fundamentals from strategic to tactical
- Experience in a leading enterprise software company in an alliances or channel role
- Strong interpersonal skills and ability to motivate external teams towards a common goal
- Excellent written, oral and presentation skills; strong influencing and negotiation abilities
- Creative approach to local partnerships and co-marketing
- General business acumen; MBA a plus
- Results-driven, hands-on attitude. Willing to roll up sleeves and focus on detail while also engaging at a strategic level
- Native or bilingual German; fluent English, both written and spoken
What You’ll Get
Veeam offers benefits that support your whole self:
- 30 paid vacation days, plus 4 extra global VeeaMe Days for self-care and 24 paid volunteer hours annually through Veeam Cares
- Statutory public health insurance with employer and employee contributions
- Statutory pension scheme with employer and employee contributions
- Statutory accident insurance fully funded by Veeam
- Supplemental pension plan with employer match and salary sacrifice option
- Supplemental accident insurance with 24/7 worldwide coverage
- Opportunities to learn and grow through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops and learning events like our annual Global Day of Learning
Please note: If an applicant is permanently located outside of Germany, Veeam reserves the right to decline the application for this position. #LI-CA1 #LI-REMOTE
Veeam Software is an equal opportunity employer and does not tolerate discrimination in any form on the basis of race, color, religion, gender, age, national origin, citizenship, disability, veteran status or any other classification protected by federal, state or local law. All your information will be kept confidential.
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