About Commvault
Commvault (NASDAQ: CVLT) is the gold standard in cyber resilience. The company empowers customers to uncover, take action, and rapidly recover from cyberattacks – keeping data safe and businesses resilient. The company’s unique AI-powered platform combines best-in-class data protection, exceptional data security, advanced data intelligence, and lightning-fast recovery across any workload or cloud at the lowest TCO. For over 25 years, more than 100,000 organizations and a vast partner ecosystem have relied on Commvault to reduce risks, improve governance, and do more with data.
JOB DESCRIPTION:
We have an outstanding career opportunity for GSI Manager. In this role, you will be responsible for driving growth with key Global System Integrators (GSIs) across the EMEAI region, with a primary focus on Commvault’s Northern and Southern Regions.
If you're passionate about strategic partnerships and driving impactful results, this could be the perfect next step in your career.
Primary Responsibilities:
* Strategy - Set and Implement CommVault’s business plan for Key GSIs primary TCS and HCL to maximize revenue growth. Focus on the strategic nature of the relationship to build long term value and sustainable success.
* Team leadership - Lead and Manage a virtual team of stakeholders within Commvault and key GSIs, giving structure and direction for each individual and scheduling regular review to drive new opportunity.
Key Goals:
* Increase business growth with Enterprise customers – Maximizing the creation of pipeline and closure across North (UK, Nordic’s & Benelux) and South (France, Italy, Iberia, Israel) focused on TCS, HCL, Infosys, Wipro, TechM, Cognizant.
* Building Large Enterprise client acquisition: Working with Sales team to align key GSIs to existing plans to acquire large customers – utilizing the strength of GSI organisations to penetrate clients wider and deeper to critical customer issues focused on Cyber recovery.
* Planning - Ensures development of EMEAI Business Plan for TCS and HCL aligned with global team strategy. Ensure commitment from the partners for revenue goals, focus and capabilities, across the entire business.
* Execution - Drives execution through matrix teams (country partner account management teams, marketing, sales and presales). Drive directly and through the team cadence between GSIs and Commvault.
* Pipeline growth - Drive pipeline generation programs as part of the business plan to grow pipeline. Work closely with the partner’s and CommVault’s field marketing teams.
* Enablement - Ensure that your partners and stakeholder staff are properly enabled (technical and sales) as per the business plan by working closely with the enablement and Solution Consulting teams.
* Mindshare - Ensure we build relationships at the highest level within the defined GSIs to drive mindshare.
* Reporting - Own a GSI forecast related to your defined region and GSIs. Provide updated business plans and actions/priorities to stakeholders.
* Communication and Best practice - Shares best practices between regions, countries, and business units.
* Alignment - Align with global leaders on GTM plays and also with the regional teams to ensure alignment from global to in-country goals.
Key Criteria:
* Initiative and Experience - A highly driven individual, possessing initiative and a willingness ‘to go that extra mile’. Can recognise the importance and value of channel clients and has a proven track record of meeting and exceeding targets.
* Professional Sales Skills - Is a proficient and creative, high level sales negotiator with outstanding relationship building ability.
* Communication and Partner Orientation - A strong and assured communicator and presenter, who is able to gain personal credibility with partners and customer.
* Business Acumen - Professional in appearance with solid business acumen and has the ability to present and negotiate.
* Achievement Oriented - Possesses a high activity rate, can withstand pressure, be pro-active and is goal oriented with a sense of urgency.
* Teamwork and Cultural Flexibility - Although committed to personal growth and keen to succeed, is able to work in the interests of the company as a whole.
* Work Standards and Integrity - Sets and maintains professional standards at all times, puts forward facts honestly.
* Self-Reliance and Flexibility - Possesses a self-assured and outgoing personality with the ability and adaptability to work practically.
Required Skills and Experience:
* Proven track record of large account management experience developing international partnerships at global or EMEA level working for a leading tech company.
* Strong planning skills. Experience in building and executing GTM and business plans with large global partner.
* Strong execution skills - Results oriented with strong execution discipline.
* First class people manager with a proven track record of people development.
* Demonstrated experience selling to executive level.
* Combination of experience in direct sales (including customer account management) and partner sales is an advantage.
* Excellent verbal and written communication skills. Confident presenter.
* Teamwork - An ability and desire to operate within a matrix organisation.
* Demonstrable business and commercial/legal awareness, intellectual vigour and creativity.
* Good attention to detail.
Personal
* Self-starting and self-motivating, high energy individual with ability to apply initiative and drive execution.
* A high-energy individual who thrives on success and who has the persistence to follow problems through to their final resolution.
* Self-confident and self-aware with gravitas, presence and credibility.
* Proven ability to engage and influence partners at the highest levels.
* Ability to engage and leverage internal resources cross functionally.
Qualifications:
* Degree level education required.
* Professional training courses in sales or account management.
* Knowledge of at least 1 additional European languages (in addition to English) would be an advantage.
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