MSP Aggregation Lead EMEA

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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.

The role is to own and drive the key MSP Aggregator relationships. Build the Aggregation platform and understand how to create a scale out utility model that is consistent and programmatic for all designated MSP Aggregators across the region. With many in place already, the role will be required to refine the number of partners in region, determine the potential of each one on both execution of SW and SaaS delivery models, provide sales, pre-sales and post-sales skills and demonstrate ability to service existing MSPs.

Own P2P engagement and recognition of how to increase ACR, wider consumption of CVT services and increase CVT presence and relevance within the key partners including leveraging CVT regional sales team to align on activity and grow pipeline. Engage the wider teams to deliver complete B2B strategic approach for optimal visibility and build a clear and demonstrable model. Work with Exec teams to understand key drivers and initiatives including resources required over mid to long term to build and deliver consistent and high growth in MRR and ARR YoY. Work closely with the Customer Success team to understand and build a best in class experience for the MSP base via Aggregation through knowledge sharing, onboarding, workload adoption and preparation as well as sales engagement, incentives, multi ISV services and widespread adoption.

Duties and Responsibilities:

• Achieving target quota in MRR to meet an ARR growth target
• Developing and building wide business plan with the focus on key alliance and ecosystem partners
• Own Tech/sales/Exec and P2P relationships within key partners across the International/global region where relevant
• Identify and align with next large, scale out regional Aggregators
• Drive activity, including product updates, sales enablement, Roadmaps, tech refresh and mapping across regions supporting in region sales teams and channel
• Enable local teams on engagement/GTM – localized operational plans and expected goal
• Build the CVT GTM messaging for the local teams to deliver and engage on
• Work very closely with the channel team to build the relationships in the focus Aggregators and target MSPs
• Build Strategy on how to recruit and drive consumption
• Engage the global teams to build world class programs and processes for optimum experience
• Forecast, report in SFDC and build plans with each chosen partner/Aggregator

Candidate skills:

• The ideal candidate will have experience working with MSPs, understanding the MRR and ARR models and billing.
• Having clear knowledge of MSP service creation, the market factors driving ability consumption and how to build a volume model throughout EMEA in different countries.
• Being aware of those cultures and being able to work and operate within them up to CXO level, be presentable, articulate and humble and can also orchestrate the CVT ecosystem into the partner to drive the best possible experience.
• At least 5 years working with MSPs, carnal knowledge of the channel and 2 tier models and how to operate in a world moving to ARR.
• They will be comfortable working in a close knit team environment but responsible for creating their own business within it, understanding that leaning on the wider teams and local integration is key for success.
• Degree preferred but not essential
• MSP experience key – min 5 years
• Channel/Disti experience preferred
• Builder mentality required
• EMEA wide experience preferred but not essential
• Cyber/Backup/BC experience required

Commvault is an equal opportunity workplace and is an affirmative action employer. We are always committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status and we will not discriminate against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we work. Commvault’s goal is to make interviewing inclusive and accessible to all candidates and employees. If you have a disability or special need that requires accommodation to participate in the interview process or apply for a position at Commvault, please email accommodations@commvault.com.