.png)
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.
Top Skills
What the Team is Saying
What We Do
Recognized as one of the technology industry’s fastest growing companies, Wasabi is on a mission to store the world's data by making cloud storage affordable, predictable and secure. With Wasabi, visionary companies gain the freedom to use their data whenever they like without being hit with unpredictable fees or vendor lock-in. Instead, they’re free to build best-of-breed solutions with the industry’s fastest-growing ecosystem of independent cloud application partners. Customers and partners all over the world trust Wasabi to help them put their data to work so they can unlock their full potential.
In September 2022, Wasabi achieved unicorn status following $250M in funding. To date, Wasabi has raised over $500M at a $1.1B valuation.
As leaders in our community, Wasabi strives to always inspire by example and give to those who are most in need. We team up with our partners in a purposeful way to create corporate social responsibility initiatives that will make a true impact in a way that is authentic to who we are. Our community engagement programs include Veteran Support like the Run to Home Base, Female Empowerment, Educational Opportunities, Non-Profit Storage Donations, and more. We also created a unique music and arts CSR program to bring the power of music and the arts to those who need it worldwide. The Red Hot Beats program launched with our partners at the Liverpool Football Club Foundation promotes mental health and wellness through music therapy for young people in the Liverpool area. Meanwhile our founding partnership of the MGM Music Hall at Fenway supports arts access, education, and opportunity for students and emerging artists in New England.
Why Work With Us
At Wasabi, we know that product alone does not make a company. We empower our employees to thrive by prioritizing their personal lives and showing trust in their abilities, and as a result, they bring remarkable energy and enthusiasm to their careers at Wasabi.
We have team members from every corner of the globe, including the US, Europe, & Asia.
Gallery
Wasabi Technologies Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Wasabi has a full remote work policy. However it maintains its corporate office and encourages employees to use it when they need to.
