Job details

Azure Partner Business Manager

About the Company

Qumulo is the leading file data platform, providing unrivaled freedom, control, and real-time visibility for file data at petabyte scale. Fortune 500 companies, major film studios, and the largest research facilities in the world trust Qumulo to help them innovate with their mission-critical digital files. The Qumulo experience makes file data management simple with continuous new features and a single, easy to use solution in a customer's data center or in the public cloud.

Qumulo has a collaborative culture with a strong focus on delivering value to our customers. We are looking for people with a diverse set of experiences to help us fulfill our vision.

See storage made simple at www.qumulo.com.

About the Position

The Partner Business Manager (PBM) will be responsible for partnering within Azure field engagement alongside the Apps & Infrastructure Specialists, Cloud Solutions Architects, Industry Sales Executives to set and execute on the defined strategies to increase Qumulo cloud revenue. Work to identify, educate, align and co-sell with all the Azure field sales team. Builds the Qumulo brand within the Azure field and will identify joint opportunities and connect the Azure sales team to their Qumulo counterpart

Key Achievements & Responsibilities:

Working back from our joint target customers personas, co-design & lead a Go-To-Market strategy with Azure leadership focused identifying & prioritizing routes-to-market then the actions and activities needed to activate those routes.
Connect resources in key industry groups to build joint reference architectures.
Provide training, on-boarding, partner productivity, market development and other critical processes to enable Azure field resources that provide leverage.
Pro-actively involved in Azure marketing activities – work with the Azure & Qumulo marketing teams to help define, architect, and launch industry leading partner marketing campaigns and programs to engage partners and build joint pipeline. Support unique events that are aligned to the markets, customers, and verticals that Qumulo is targeting with Azure. Build metrics that can measure the effectiveness of the events that can be tied back to partner registrations and sales opportunities.
Focus on maintaining and deepening relationships with Azure field to create higher awareness and activity with Qumulo. Build trust and credibility with all the Azure sellers that lead to higher sales and business development.
Performs other related duties as assigned

Education, Key Skills & Experience

Requires a minimum of 5 years of related experience with a Bachelor's degree; or equivalent work experience; preferably in enterprise sales, channels sales, or partner management
Exceptional track record of leveraging a partner ecosystem to build and close deals by working across all levels of the organization, from developer to the executive ranks
A passion for sales and working with partners; experience successfully selling software with channel Partners
Able to build relationships with the key partners across the region
Strong understanding of Azure ecosystem preferred
Preference for candidates local to Qumulo's HQ office in Seattle, WA

Competencies:

A seasoned, experienced professional with a full understanding of area of specialization; resolves a wide range of issues in creative ways.
Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors.
Demonstrates good judgment in selecting methods and techniques for obtaining solutions.
Networks with senior internal and external personnel in own area of expertise.
Normally receives little instruction on day-to-day work, general instructions on new assignments.

Key Benefits

The annual pay range for the role is USD $180,000 - $250,000. Individual pay depends on various factors, such as role level, relevant experience and skills, and location. Pay ranges are reviewed and typically updated each year. Offers are made within the pay range applicable at the time. U.S. based employees have access to healthcare benefits, short-term and long-term disability coverage, basic life insurance, wellbeing benefits, flexible time off, and paid holidays, among others.

Other Details

Qumulo is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, gender, religion, sex, sexual orientation, age, disability, military status, or national origin or any other characteristic protected under federal, state, or applicable local law.