Technology Alliances Manager, Security & Video Surveillance - EMEA based
Wasabi Technologies
IT
United Kingdom
Posted on Thursday, May 30, 2024
Role Description: Technology Alliances Manager, Security & Video Surveillance - EMEA
Role Purpose:
We are seeking a high-energy, self-starter with domain expertise in the Security and Video Surveillance industry to join our Alliances team to own and build relationships with our top Technical Alliance Partners in the space. Wasabi hot cloud storage and Wasabi Surveillance Cloud integrate with market leading Video Management Servers, Surveillance Camera Manufacturers and sell through OEMs, distributors and Systems Integrators across the globe.
In this role you will be a key player defining and activating the security and video surveillance partner ecosystem that will help accelerate Wasabi’s Go-To-market strategy globally. You will own, develop and activate these strategic relationships by driving the strategy and goals for each partner. You will also recruit and activate new partners who have complementary technologies and aligned selling strategies with Wasabi hot cloud storage. The ideal candidate will be revenue-minded with the ability to think strategically as well as tactically to drive influenced sales as well as identify opportunities for OEM or more strategic sell-through relationships.
You will be responsible for relationship management, strategic planning, engagement with internal and external stakeholders, developing and tracking key performance indicators, and facilitating and evangelizing sales through partner sales teams, resellers and system integrators. You will communicate the value proposition for the end-customers and channel partners as a key differentiator and growth tool. The right candidate will have strong presentation skills and be able to present at partner and regional events. Willingness and ability to travel up to 20-30% as needed to in person events is also required.
The role will report to the Senior Manager, Alliances Marketing.
This role can be located within Central Europe.
*Principals Only. No Recruiters.
Responsibilities:
- Identify, evaluate, and prioritize current and future partners based on mutual strategic goals and objectives.
- Own the strategic alliance relationship, develop and maintain relations with key stakeholders.
- 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 the extended global leadership teams internally like business development, sales, channels, marketing and product management to ensure alignment of strategy.
- Set performance KPI’s including storage and revenue targets, track and report on the performance, and identify areas for further investment or improvement.
- Understand the customer journey and discover new opportunities to increase reach to new customers through our channels.
- Provide thought leadership and SME support as needed in support of the sales process.
- Be a strong presenter and partner evangelist of the joint value prop at partner or industry events externally as well as to Wasabi sales teams.
- Other related projects and programs as needed.
Requirements:
- 10+ years in similar role such as Partner Management, Alliances Management, Sales, or Business Development.
- Experience in the security and video surveillance industry and knowledge of key technology players such as Axis, Milestone, Hanwha, Salient 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!