Director Strategic Alliances

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: Director Strategic Alliances
Role Purpose:
We are seeking a senior level, revenue focused self-starter to drive Wasabi’s strategic alliances strategy. In this role you will be a player coach, driving go to market (GTM) strategies and pipeline with our most important alliance partners in the Wasabi Partner Network primarily in the data protection space, as well as managing a small team of alliance managers covering the ecosystem.
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 SVP Global Alliances and Partner Marketing. 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.
• Manage a small team of alliance managers covering alliances in security and surveillance and other emerging solutions.
• Responsible for managing and building the revenue associated with our partners, developing revenue targets, managing pipeline, and forecasting in collaboration with sales leadership.
• Build the strategy to prioritize partners and GTM activities that drive sales, pipeline and channel engagement.
• 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:

• 10+ years of related experience in business development or strategic alliances in a data protection, storage, or related tech company.
• Extensive senior partnership and/or product experience, preferably in high-growth and fast-paced B2B SaaS environments.
• Strong understanding of storage and associated use cases and ecosystem especially in data protection.
• Strong relationship management skills with ability to engage with all levels of partners’ organization.
• Executive presence with ability to secure and drive executive level discussions between companies.
• Strong communication skills to collaborate cross functionally and keep internal teams and stakeholders engaged.
• Experience with a variety of go to market strategies including sell through all types of channel partners (MSP, VAR, VAD, and OEM).
• Ability to understand and lev