Job Description

POSITION RESPONSIBILITIES INCLUDE:

• Implement the Commvault Americas go-to-market strategy and execute sales plays for HPE within the region to ensure Commvault maximizes revenue growth with these partners. Focus on the strategic nature of the relationship to build long term value and sustainable success for both Partner and Commvault.
• This individual will be the primary driver to align the Commvault Corporate Alliances strategy and program to the America’s field organization.
• Ensures execution of the Alliance Business Plan with the HPE through the enablement of the our alliance Channel partners and field. Works closely with the Americas Field Marketing, Channel Marketing, Presales and Services to develop structured marketing and enablement plans as part of the overall business plans for execution across the Americas.
• Drive pipeline generation initiatives as part of the business plan to grow pipeline with the Alliance partners and Channel Partners. Work closely with the Commvault Channel partner’s and Commvault’s field and channel marketing teams to develop structured marketing plans to be deployed in multiple geographies with the support of local teams – often leveraging budget from various local and channel sources
• Envision and operationalize a process for the identification of key Channel partners by technology and solution area to prioritize business value and stratify our approach and support of such partners across Commvault.
• Ensure that Alliance and Commvault Channel Partners’ sales staff are properly enabled (technical and sales) and able to articulate the value behind Alliance Sales Plays by working closely with the enablement and Solution Consulting teams. Works with the partner to ensure that the partner has the relevant knowledge set in terms of sales, presales and technical to effectively grow Commvault related business
• Ensure we build regional relationships at the highest level within the partner to drive mindshare. Drive peer to peer alignment between the alliance partner and the Commvault teams. Builds senior executive champions to drive change and overcome hurdles. Drive mindshare of Commvault within the Alliance partners and Channel Partners through regular communication (win stories etc.) and relationship cadence.
• Provide and achieve sales forecasts on a regular basis. Provide updated business plans and actions/priorities to stakeholders. Shares best practices between regions and business units.
• Align with the world wide alliance leads on GTM plays and also with the District teams to ensure alignment from global to by-District goals

REQUIRED SKILLS AND EXPERIENCE

• Proven track record of developing alliance partnerships and channel partners working for a leading enterprise software company.
• Strong planning skills. Experience in building and executing structured GTM and sales plays with alliance partners and channel partners.
• Strong execution skills - Results oriented with strong execution discipline. Impact and Influence; managing multiple stake holders. Understanding of legacy and emerging IT architectures, applications and consumption models with information lifecycle management experience a real plus.
• Strong record of achievement and over-achievement against quota.
• Ability to create a buy-in for strategic initiatives from internal stakeholders. Ability to engage and leverage internal resources cross functionally.
• Predilection for continual self-development. Willing to learn and introduce new innovative initiative that drives big impact.
• Proven ability to engage and influence partners at the highest executive levels.
• Combination of experience in direct enterprise sales (including customer account management) and partner sales is desired.
• An ability and desire to operate within a matrix organization and use the productivity tools and process available to Commvault. Experience of working in a matrix managed structure. Ability to work toward other’s success
• Demonstrable business and commercial awareness, intellectual vigor and creativity. Holds self accountable
• A high-energy individual who thrives on success and who has the persistence to follow problems through to their final resolution. Understands all aspects relating to “ownership”.
• Excellent and credible presentation skills.
• Excellent verbal and written communication skills.

Qualifications null Additional Information

Recognized as a leader in the Gartner Magic Quadrant for Data Center Backup and Recovery Software, our industry's definitive independent ranking. For the seventh 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.