Key Objectives

• Establish clear and strong strategic alignment between Commvault and our Distribution partner to drive scale, investment in Commvault, and deliver revenue growth.

• Strengthen Commvault’s coverage across the commercial, SaaS, and MSP markets by developing, owning, and executing aligned strategic plans.

• Accountable for the delivery of incremental revenue for Commvault by driving performance through distribution, commercial, SaaS and cloud partners.

• Provide clarity and education to Commvault and partners on our strategy, routes to market, and transforming business development for each of the ecosystem stakeholders.

How you will make an impact

Business Planning & Execution

• Develop and gain stakeholder approval for the joint strategic business plan with Commvault’s distribution partner, ensuring clear accountability for outcomes.

• Executing quarterly business reviews focusing on achievement of key performance measures and communicating plans and priorities for future quarters.

• Define and be accountable for Commvault’s Commercial GTM strategy ensuring all relevant partner types are incorporated.

• Drive Commvault’s MSP distribution aggregation route to market (RTM) with identified partners.

Partner Engagement & Enablement

• Actively engage with Commvault’s commercial and cloud partners to strengthen relationships and business opportunities.

• Guide and educate Distribution teams on Commvault’s strategy, solutions, and business development initiatives, ensuring alignment with focused partners.

• Drive distribution and partner enablement programs to strengthen market knowledge of Commvault’s Cyber Resilience solutions in a Cloud-First world, and to improve partner capability in market.

Pipeline & Revenue Growth

• Responsible for the execution of demand generation campaigns and ROI with Distribution, Commercial, and Cloud partners to drive pipeline growth.

• Accountable for in-flow targets and revenue attainment through Distribution and Commercial GTM as well as identified Cloud partners.

• Ability to forecast internally and with our distribution partners, across all revenue streams as well as monitoring that forecast and supporting activity to ensure progress.

• Collaborate with Distribution to enhance partner capabilities, ensuring joint revenue and pipeline targets are met.

Operational Excellence

• Oversee distribution reporting, MDF, rebate, program and order operations ensuring seamless execution across business functions.

• Establish clear KPIs, business cadence, and performance tracking for virtual distribution teams, driving accountability for execution.

Stakeholder & Relationship Management

• Build trusted relationships with key Distribution, Commercial and Cloud partners, and stakeholders, securing ongoing commitment to executing in-market strategies with Commvault.

• Manage and influence a virtual distribution team, providing clear goals, responsibilities, and tracking performance to achieve business objectives.

This role requires up to 50% travel to engage with partners and stakeholders.

Who you are

To be successful in the role, you should have:

• Proven experience managing distribution business for a vendor with an exceptional execution focus.

• A strong sense of accountability and a results-driven approach, with proven experience leveraging partners to build incremental pipeline and revenue.

• Experience managing or influencing virtual teams.

• Strong track record of working with commercial and cloud partners.

• A deep understanding of the IT market ecosystem, including various partner types and business models.

• An ability to understand and articulate vendor solutions, and the value of integrated solutions to a partner business.

• Expertise in pipeline generation campaigns, strategic planning, and driving accountability for business outcomes.

• Ability to influence key internal and external stakeholders at multiple levels.

• Experience in data security, data protection, cyber resilience, and/or cloud is highly desirable.

Meet the Leader

Reporting to the AVP, Channels & Alliances, APAC – Jo Dean.

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