AVP, Strategic Technology Alliances
About The Position
Commvault is seeking an AVP of Strategic Technology Alliances to lead its global organization responsible for its most important technology partnerships. The role owns the strategy and growth of a global portfolio of hardware OEM, ISV, AI, and other established and emerging technology partners. Partnerships span joint technology development, integrated solutions, OEM and resale, co-sell, joint go-to-market, and global field execution. The role turns Commvault’s strategic technology ecosystem into a scalable source of revenue growth, technology differentiation, market access, and customer value. The leader defines the alliance strategy and operating model, prioritizes partners, develops multi-year joint business plans, and owns commercial performance across partner-sourced and partner-influenced pipeline, co-sell, OEM and resale revenue, new logos, and expansion. The AVP works closely with Product, Engineering, Sales, and Marketing to build joint technology roadmaps and differentiated customer solutions, and connects global strategy to field execution across the Americas, EMEA, APJ, and India. The leader establishes commercial models and routes to market, builds executive-level partner relationships and governance, and leads and develops Commvault’s global Strategic Technology Alliances team. Success is measured through revenue, pipeline, conversion, customer and solution outcomes, partner activation, competitive wins, and return on alliance investments.
Requirements
- 15+ years of leadership experience in enterprise technology, strategic alliances, business development, partner sales, or ecosystem go-to-market.
- Demonstrated success leading global teams and complex strategic technology partnerships.
- Proven ability to generate material revenue and pipeline through technology alliances.
- Experience building and scaling co-sell, OEM, resale, marketplace, and integrated-solution business models.
- Strong understanding of enterprise infrastructure, cloud, cybersecurity, data protection, storage, and emerging technologies.
- Ability to work credibly with Product and Engineering leaders on technology strategy and with Sales leaders on pipeline, conversion, and revenue.
- Demonstrated success building C-suite relationships within large global technology companies.
- Strong financial and analytical discipline, including experience managing investments and measuring partner ROI.
- Ability to navigate relationships in which a strategic partner may also be a technology provider, route to market, customer, and competitor.
Responsibilities
- Define the strategy and operating model for Commvault’s portfolio of strategic technology alliances.
- Prioritize partnerships based on revenue potential, customer value, technology differentiation, market access, and strategic relevance.
- Build multi-year joint business plans with measurable commercial and technology outcomes.
- Identify and develop emerging partnerships across infrastructure, cloud, security, AI, and adjacent technology categories.
- Own portfolio commercial performance, including partner-sourced and partner-influenced pipeline, co-sell revenue, OEM/resale revenue, new logos, and expansion.
- Build repeatable joint selling motions across strategic accounts, enterprise, commercial, and public-sector markets.
- Establish pipeline, forecasting, conversion, and executive inspection processes with priority partners.
- Connect global alliance strategy to field execution across the Americas, EMEA, APJ, and India.
- Partner with Product, Engineering, Sales, and Marketing to define and execute joint technology roadmaps.
- Drive integrations, validated architectures, solution development, technical certification, labs, demonstrations, and proof-of-concept capabilities.
- Translate technical innovation into differentiated customer solutions and scalable go-to-market plays.
- Connect the technology partner ecosystem to Commvault’s unified cyber resilience, clean recovery, and ResilienceOps strategy.
- Develop appropriate commercial models for each relationship, including co-sell, OEM, resale, marketplace, consumption, and channel-led motions.
- Activate partner and Commvault sales organizations around priority solutions and accounts.
- Create multi-partner opportunities that use strategic technology partners to amplify channel, MSP, or GSI routes to market.
- Build trusted relationships with senior executives at important technology partners.
- Establish executive sponsorship, governance, and accountability for each strategic relationship.
- Lead executive business reviews focused on growth, investment, technology priorities, competitive positioning, and execution barriers.
- Represent Commvault in strategic customer engagements, negotiations, and partner executive forums.
- Lead and develop the global Strategic Technology Alliances team, setting accountability by partner, geography, and business outcome.
- Build a team culture combining executive relationship management with commercial, technical, and operational discipline.
Benefits
- High income earning opportunities based on self-performance.
- Opportunity for Presidents Club.
- Employee stock purchase plan (ESPP).
- Continuous professional development, product training, and career pathing.
- Sales training in MEDDIC and Command of the Message.
- Generous competitive benefits supporting health, financial security, and work-life balance.
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What This Job Offers
Job Type
Full-time
Career Level
Executive
Education Level
No Education Listed
