Director, Service Provider Sales (Remote: US)

Veeam Software

7d•$219,600 - $562,600•Remote

About The Position

As a Director of Service Provider Sales, you will serve as a strategic leader responsible for driving revenue growth, increasing profitability, and expanding market share by effectively managing and recruiting new service provider partners through aggregation channels. This position is pivotal to Veeam’s business growth objectives, involving the development, oversight, and execution of initiatives aimed at capturing significant opportunities within the service provider market segment. The ideal candidate will possess a strong sales background, proven leadership abilities, excellent relationship management skills, and a deep understanding of the MSP and Aggregation market ecosystem, including industry challenges and opportunities. Please take note of the advertised pay ranges by Geo-Zone. For awareness, the targeted budget is the middle/midpoint of each range based on respective Geo-Zone.

Requirements

8+ years’ experience in sales management with a proven track record of success in leading Distributors, Aggregators, MSPs or similar channel partnerships
Bachelor’s degree and/or equivalent years of experience
Strong expertise in developing and executing innovative sales strategies focused on revenue enhancement and market expansion within the MSP ecosystem
Demonstrated leadership abilities in building, developing, and managing high-performing sales teams, fostering a culture of excellence and accountability
Exceptional relationship management skills, with a demonstrated ability to engage and influence partners and internal stakeholders effectively
In-depth understanding of the MSP market, including current trends, challenges, and competitive dynamics; preferred expertise in data protection technologies and integration within MSP environments
Strong analytical and problem-solving abilities, with a focus on data-driven decision-making and performance optimization
Excellent verbal and written communication skills, adept at presenting complex ideas succinctly and persuasively to diverse audiences
Ability to travel as needed to meet with partners, attend industry events, and support business development efforts (estimated 40% or more)

Responsibilities

Drive Aggregator ARR – Achieve monthly, quarterly, and annual revenue targets. Implement effective sales strategies and enablement programs to maximize Veeam adoption and utilization within xSP Channel
Recruit and Activate MSPs through Aggregators – Mobilize existing sales and aggregation channels while actively developing new routes to market to maximize our reach, acquire new MSPs, and deliver results. Lead MSP recruitment efforts through all available means including marketing events, traditional distribution, aggregation, marketing enabled lead generation, etc
Aggregation Strategy and Oversight - Drive sales growth and market penetration through the development and execution of a comprehensive aggregation strategy that aligns with Veeam’s overall business objectives. Lead team to develop measurable goals, impactful QBRs, measurable action. Identify and capitalize on emerging market trends and customer needs to create innovative revenue opportunities. Develop executive level relationships within the aggregation partners
Purpose-Built MSP Partner Program - Collaborate with internal stakeholders to develop and implement a world class, comprehensive, purpose-built MSP partner program, encompassing recruitment strategies, educational initiatives, incentive structures, and compensation models to foster strong partnerships and drive mutual growth
Pipeline Creation and Lead Generation – Lead and influence strategic lead generation efforts through the planning and execution of high-impact MSP community events, leveraging thought leadership and relationship-building to elevate brand presence and drive a consistent pipeline of high-quality sales leads. Establish and implement targeted strategies for pipeline creation, ensuring a steady flow of qualified leads that align with sales objectives and contribute to overall revenue growth
Sales Enablement – Collaborate with internal teams and stakeholders to develop comprehensive sales enablement programs targeting MRR through xSPs. Provide training, tools, and support to the partner and field sales teams on identifying, positioning, and selling Veeam solutions through the Aggregation channel. Measure and monitor the effectiveness of sales enablement initiatives, including the increased adoption and sales of Veeam MRR through xSPs
Build and maintain a world class Aggregator Ecosystem – Identify strategic alliances with key industry players to develop joint solutions that address the needs of the xSP market. Track, measure, and analyze the revenue generated through these alliances, ensuring our offerings deliver impactful outcomes and substantial growth
Market Intelligence – Conduct market research and analysis to provide valuable insights and recommendations to internal stakeholders on product development, pricing strategies, and go-to-market approaches. Utilize market intelligence to drive competitive advantage, enhance positioning, and inform decision-making within the MSP Channel
Expand Aggregation Routes-to-Market – Accelerate growth by expanding traditional motions to explore new routes to market, Aggregation marketplaces; align cross-functional teams to develop pipeline and create new revenue streams

Benefits

Unlimited paid time off, 12 paid holidays, plus 4 extra global VeeaMe Days for self-care and 24 paid volunteer hours annually through Veeam Cares
Paid parental leave: 8 weeks for all parents, 16 weeks for birthing parents
Medical, dental, and vision coverage starting on your first day
Mental health support, therapy sessions, and digital wellness tools via our Employee Assistance Program
401(k) retirement plan with company matching contributions
Fertility, adoption, and surrogacy support through Maven, plus paid volunteer time
AirVet: 24/7 virtual veterinary care at no cost
Legal services, identity protection, and supplemental health insurance options
Tax-advantaged spending accounts for healthcare, dependent care, and commuting
Opportunities to learn and grow through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops, and learning events like our annual Global Day of Learning