The Partner Business Manager, System Integrators is responsible for leading sales and business development efforts with a specific Global SI/Outsourcers in the Americas. This role will be focused on a specific vertical within a geographic territory. Additional responsibilities encompass executive engagements, partner led sales efforts, pipeline development along with business planning. Expected travel will be approximately 50%.
Position Responsibilities include:
Manage all aspects of the SI activities and relationships including.
All SI activities within the specific region.
Business development of select SI’s within specific territories.
Responsible for driving Commvault revenue with Systems Integrators, including outsourcing, managed services, resell and influencer of Commvault’s products and services.
Establish or refine current programs and contracts that provide SI the ability to buy and resell Commvault products and services, garner influence and adopt Commvault products and services.
Work with targeted SI’s to understand current offerings and amend to include Commvault as part of core offerings and go to market capabilities.
Represent Commvault at SI executive and technical events.
Focused on one of the Financial Services, Energy Oil and Gas, or Pharmaceutical verticals within the GSI community
Work all facets of the Commvault and SI relationship (corporate executive, solution architects, delivery et al).
Work with solution architects, delivery managers, and sales teams to identify and qualify new opportunities.
Serve as the primary point of contact between SI and Commvault for opportunities, focusing on the specific geographic region.
Work as part of Commvault Global SI team to help grow our relationships and revenue with each targeted SI.
Execute the strategy with targeted SI as identified by the Commvault Global SI team.
Identify opportunities within each targeted SI to embed our solutions into the services solutions they sell to their clients.
Provide specific focus within the identified vertical to drive adoption of Commvault technology with the SI.
Position Requirements include:
Must have significant experience in sales and business development roles to include an understanding of legal, support, marketing, sales and sales ops.
Understanding of focused verticals such as financial services, oil and gas market or pharmaceuticals.
Ideal candidate will have 5+ years working with large global SI’s. (IBM, HP and HPES, CSC, Accenture, and others) and a deep understanding of their organization and their processes.
At least 5 years of direct sales experience selling high technology solutions.
Strong knowledge of at least one of these: Data Storage, archiving and DR would be helpful.
Individual must possess good written and verbal communication skills and ability to interact with all levels or organizations.
Track record for developing and executing cross-functional business plans and teams.
Track record of being successful in quota positions and exceeding them year after year.
Exceptional selling, negotiating, and presentation skills are mandatory.
A strong understanding of how distribution, sales and marketing work together to support global initiatives.
Experience using salesforce.com is a plus.
Bachelor degree Qualifications
Recognized as a leader in the Gartner Magic Quadrant for Data Center Backup and Recovery Software, our industry’s definitive independent ranking. For the sixth straight year, Commvault has been named a leader. And this year we’re furthest on the “completeness of vision” and highest on the “ability to execute.”
Commvault offers its products through a broad array of distribution partners globally, while building upon its strong portfolio of strategic partnerships with leading technology companies including Microsoft, Amazon Web Services, Cisco, Oracle, SAP, Nutanix, Pure, HP, Hitachi, NetApp and many others. Commvault’s global headquarters is located in Tinton Falls NJ, with additional offices that support customers globally across the Americas, EMEA, and APAC.
Commvault is an equal opportunity workplace and is an affirmative action employer. We are always committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. and we will not discriminate against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we work.