Identify, evaluate, and establish strategic partnerships with ISVs and Security Companies to expand Veeam’s technology ecosystem and drive co-innovation
Develop and execute a global ISV and Security Companies alliance strategy that aligns with Veeam’s business goals, product roadmap, and market priorities
Negotiate and manage complex partnership agreements, including co-development, go-to-market (GTM), and revenue-sharing models
Collaborate with product, engineering, and sales teams to integrate ISV and Security solutions into Veeam’s platform, ensuring seamless interoperability and customer value
Drive joint solution development, certiﬁcations, and marketplace integrations to enhance product oﬀerings and market reach
Lead, mentor, and develop a global team of alliance managers, partner success specialists, and technical account managers (3-6 direct reports)
Set clear performance objectives, provide regular feedback, and foster a collaborative, results-driven team culture
Build career development plans for team members, ensuring skill growth in technical partnership management, negotiation, and relationship building
Manage team resource allocation and capacity planning to support global ISV and Security initiatives.
Partner with sales, channel, and marketing teams to develop joint GTM strategies with ISVs and Security partners, including co-branded campaigns, events, and sales enablement programs
Drive measurable outcomes from ISV and Security partnerships, such as increased revenue, customer adoption, and market share
Monitor and report on partnership KPIs, including partner-sourced revenue, pipeline growth, and customer retention metrics
Act as the primary point of contact for senior-level ISV stakeholders, building trusted relationships with C-level executives, product leaders, and technical teams
Represent the company at industry events, conferences, and partner summits to promote the alliance ecosystem and thought leadership in the ISV and Security domain
Collaborate with internal leadership to align ISV partnerships with broader corporate strategies, including M&A, product innovation, and global expansion
Develop and manage budgets for ISV and Security alliance programs, ensuring cost-eﬀective use of resources
Implement processes and tools to streamline partner onboarding, enablement, and performance tracking
Stay informed of industry trends, competitive landscapes, and emerging technologies to ensure partnerships remain innovative and competitive.

Requirements

10+ years of experience in technology partnerships, business development, or strategic alliances, with at least 5 years focused on ISV and Security partner ecosystems
3+ years of people management experience, leading high-performing, cross-functional teams in a global or matrixed environment
Proven track record of building and scaling strategic alliances with ISVs and Security partnerships, including contract negotiation, joint solution development, and GTM execution
Strong understanding of software development, cloud platforms, APIs, and integration frameworks commonly used in ISV and Security ecosystems
Exceptional relationship-building and stakeholder management skills, with experience engaging C-level executives and technical teams
Data-driven mindset with experience deﬁning and tracking KPIs for partnership success
Excellent communication and presentation skills, with the ability to articulate complex technical and business concepts to diverse audiences.

Benefits

Unlimited paid time off, plus 3 global VeeaMe Days for self-care
Paid parental leave: 8 weeks for all parents, 16 weeks for birthing parents
Medical, dental, and vision coverage from day one
Mental health support, therapy sessions, and digital wellness tools via SupportLinc EAP
401(k) retirement plan with matching contributions up to annual limits
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
Professional training and education, including courses and workshops, internal meetups, and unlimited access to our online learning platforms (LinkedIn Learning, Athena, O’Reilly) and mentoring through our MentorLab program

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills

technology partnershipsbusiness developmentstrategic alliancescontract negotiationjoint solution developmentgo-to-market (GTM) executionsoftware developmentcloud platformsAPIsintegration frameworks

Soft skills

relationship buildingstakeholder managementpeople managementcommunication skillspresentation skillsteam leadershipcollaborationresults-driven mindsetmentoringperformance management