MSP Aggregation Lead EMEA in Reading

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. 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. It will 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. The role will refine the number of partners in the region, determine the potential of each one on both execution of software and SaaS delivery models, provide sales, pre‑sales and post‑sales skills, and demonstrate ability to service existing MSPs. It will own peer‑to‑peer engagement, recognize ways to increase ACR and widen consumption of CVT services, and increase CVT presence within key partners by leveraging the regional sales team to align on activity and grow the pipeline.

The role will also engage the wider teams to deliver a complete B2B strategic approach for optimal visibility and build a clear, demonstrable model. It will work with executive teams to understand key drivers and initiatives, including identifying resources required over the 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 & Responsibilities

• Achieve target quota in MRR to meet ARR growth goal, develop and build a wide business plan focusing on key alliance and ecosystem partners.
• Own technology, sales, executive and peer‑to‑peer 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 and go‑to‑market – localized operational plans and expected goals.
• Build the CVT GTM messaging for the local teams to deliver and engage on.
• Work very closely with the channel team to build 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 optimal experience.
• Forecast, report in SFDC, and build plans with each chosen partner or aggregator.

The ideal candidate will have experience working with MSPs, understanding the MRR and ARR models and billing. The candidate should have clear knowledge of MSP service creation, market factors driving consumption, and how to build a volume model throughout EMEA in different countries. They must be aware of cultural differences and able to work and operate within them up to CXO level, be presentable, articulate, humble, and able to orchestrate the CVT ecosystem into the partner to drive the best possible experience. At least 5 years working with MSPs, deep knowledge of the channel and 2‑tier models, and experience in a world moving to ARR are required. The candidate 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.

Qualifications

• Degree preferred but not essential.
• MSP experience key – minimum 5 years.
• 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 on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we work.