Channel Business Developer

Responsibilities

• Lead renewals business and relationships for top 100 focus partners and all distributors in their geography of coverage.
• Works to improve partner renewal rates through leveraging unique renewals partner relationships, providing education on the benefits of Veeam renewals and customer success, how leveraging renewals is the most profitable path to partner success, and how partners can leverage renewals to maximize profitability beyond renewals, into sales and beyond Veeam.
• Serve as subject matter expert on all matters renewals, both macro (process) and micro (quoting, policy), to ensure escalations, error resolution, etc. are kept off renewals CSR’s, CSAM’s and Renewals/CS Management, so these teams can stay proactive in their day-to-day operations closing business.
• Quantitatively monitors and qualitatively reviews Veeam partners that have been targeted for improvement, specifically for renewals sales, migration upgrades, upsell, cross-sell, to ensure QoQ and YoY growth in-line with Veeam initiatives.
• Interacts and collaborates regularly with external partners (distribution, resellers) and internally with the Veeam sales and marketing teams through deep relationship development and nurturing, to ensure alignment in processes and expectation management to maximize efficiency throughout the channel, from Veeam, to Distributor, to Reseller, to End User.
• Handles partner inquiries by educating on the benefits of renewals programs, promotions, and positioning value migration upgrades, up-sells, cross sells, product upgrades, moves to our XaaS offerings.
• Actively pursues lapsed customers, via channel partners to sell reinstated products as part of the distributor or partner’s sales motion, given the criticality to customer retention.
• Responsible for all change management in the channel: price books, promotions, licensing changes, API’s, procedural changes, automation impacts, use of Veeam tools such as the ProPartner Portal, etc.
• Tracks renewal rates and other metrics for partners and communicates these findings to partners and partner managers, presenting strategies for maximizing execution and performance.
• Tracks trending partner data to seek out obstacles, works with partners on strategies to overcome these obstacles, and maximize partnership value, while positioning opportunities for growth.
• Generates regular reports for partners along with pipeline, to tee partners up for success in helping self-manage their own renewals business and creating “renewals flywheels” to become self-sustaining.
• Working with partners to “always find a better way” to improve collaboration and processes including development of new tools and technology such as API development, bot development, Self-Quoting tools, etc. to increase the creation and growth of partner autonomy over time, seeking greater efficiencies through automation.
• Assists in continued development of channel incentive programs for renewals.
• Ability to handle 90% of escalations independently.
• Performs other duties as assigned.

Qualifications

• Experience with Channel Sales is required, thorough understanding of channel nuances critical to role.
• IT Distribution and/or IT Reseller experience preferred.
• Microsoft Excel expertise with a high-level of proficiency preferred.
• Experience compiling, querying, analyzing and reporting data.
• Salesforce proficiency preferred.
• Telephone sales experience required; Previous sales experience representing a high-rate technology product or service with demonstrated ability to meet or exceed a sales quota.
• Experience in renewing support contracts for at least 1 year.
• Exceptional verbal, written, communications and negotiation sales skills.
• Exceptional organizational skills with the proven ability to prioritize and complete multiple tasks to meet deadlines and quotas.
• Ability to rapidly adapt to changes in role responsibilities per organizational initiatives.
• Bachelor’s Degree preferred (A combination of education and experience will be considered).
• Ability to work in a semi-autonomous and fast-paced environment; must be a high-energy, have positive mentality and be a motivated self-starter.
• Commitment to both independent and collaborative problem solving.
• Exceptional Work Ethic and commitment to Teamwork.
• Ensures customer/partner satisfaction.
• Regularly presents ideas to team and partners as an active contributor and enjoys creating and executing different renewals campaigns.
• Willingness and ability to travel and present in front of large audiences.