Technology Alliances Manager

As a Technology Alliances Manager at Wasabi, you will be responsible for driving revenue through strategic partnerships in the data protection and backup industry. You'll manage relationships with key technology alliance partners and develop go-to-market strategies while ensuring alignment with market trends and client needs. Your role will also entail conducting quarterly business reviews and collaborating closely with the sales and marketing teams to execute effective sales enablement programs.

To thrive as a Technology Alliances Manager at Wasabi, you'll need at least 7 years of experience in partner management, alliances management, or business development, alongside a bachelor's degree or higher in a relevant field. Familiarity with the IT backup and recovery landscape and knowledge of major technology players such as Veeam and Commvault is essential. Additionally, strong multitasking abilities and experience in project management tools like Asana are advantageous.

A Technology Alliances Manager contributes to Wasabi's growth by establishing and nurturing vital partnerships that directly impact revenue. You'll actively work on generating demand for Wasabi's innovative cloud storage solutions through effective joint marketing initiatives and sales training with partners. Your strategic advice and focus on execution will set the stage for collaborative success and create a lasting impact in the tech ecosystem.

At Wasabi, the work environment for a Technology Alliances Manager is fast-paced and remote-friendly, designed to foster productivity and innovation. You'll be supported with the tools to work independently while collaborating seamlessly with team members globally. Regular meetings and events allow for engagement with colleagues, and a portion of travel is expected to strengthen relationships with partners, ensuring a balanced and integrated approach to your role.

Success as a Technology Alliances Manager at Wasabi hinges on excellent communication skills, a revenue-oriented mindset, and the ability to manage various tasks simultaneously. You'll need to exhibit proficiency in understanding technology alliance solutions and translating that knowledge into effective sales strategies. Adaptability in a fast-evolving market, combined with strong organizational skills and meticulous attention to detail, will also be crucial.

To effectively prioritize and manage multiple partnerships, I first assess each partner's potential impact on revenue and alignment with our strategic goals. Creating a clear timeline for interaction and setting specific OKRs helps keep everything organized. Regular check-ins and feedback loops ensure that we stay on track while being flexible to adapt to any changes in the partner landscape.

My experience in revenue generation through partnership management includes developing joint marketing initiatives and sales enablement programs that drive demand for our solutions. By closely collaborating with sales teams and utilizing CRM tools for tracking pipeline influence, I can measure the effectiveness of our strategies and tweak them to optimize revenue outcomes.

Creating a go-to-market strategy in a competitive industry involves thorough research and understanding of the market landscape. I analyze competitor offerings, identify gaps that our solutions can fill, and collaborate with cross-functional teams to derive a unified strategy. Setting joint priorities with partners ensures we present a strong front that highlights mutual strengths and values.

Building lasting relationships with technology alliance partners starts with open and consistent communication. I make it a point to understand their business needs and goals, which enables me to provide tailored support and value. Regular meetings and feedback sessions help maintain engagement and trust, further solidifying our partnership over time.

I stay updated with industry trends and key technology players by participating in relevant webinars, following industry publications, and networking with peers at conferences and events. Engaging in continuous learning through courses or certifications also helps keep my expertise fresh and relevant, enabling me to provide informed advice and solutions to partners.

In a previous role, a partnership I managed faced challenges due to differing expectations around revenue-sharing models. I initiated a series of discussions that allowed both teams to share their perspectives openly. By facilitating a negotiation that aligned our goals while respecting their concerns, we reached a consensus that strengthened our partnership and increased our joint revenue.

Data plays a crucial role in my decision-making as it provides insights into partner performance, market trends, and customer behavior. I leverage CRM tools to analyze historical data and market opportunities, helping me make informed decisions regarding strategic priorities and areas for growth. This analytical approach ensures our partnerships remain profitable and effective.

Communicating the value proposition of our technology to partners involves framing the conversation around their needs and the specific problems they face. I tailor my approach by showcasing case studies and success stories that demonstrate real-world benefits. Engaging presentations and collaborative workshops also help partners understand the tangible advantages of aligning with us.

I have extensive experience using project management tools, particularly Asana, to monitor ongoing projects, set deadline reminders, and assign tasks. This helps ensure that all team members are informed and responsibilities are clear, streamlining our collaboration efforts. The visualization of project timelines is invaluable for tracking progress and ensuring timely delivery.

Adapting strategies in a rapidly changing environment requires a proactive mindset. I regularly assess industry trends and customer feedback to identify shifts that may impact our partnerships. Maintaining an agile framework allows us to pivot quickly, re-evaluating objectives and changing course when necessary to remain competitive while maximizing partnership value.