Senior Federal Partner Manager

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🔥 0 minutes ago

⚔️ Virginia – Remote

⚔️ Virginia – Remote

💵 $183k - $468.8k / year

⏰ Full Time

🟠 Senior

💰 Account Manager

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Veeam Software

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2006

☁️ SaaS

🔒 Cybersecurity

🏢 Enterprise

💰 $500M Private Equity Round on 2019-01

SaaS • Cybersecurity • Enterprise

Veeam Software is a global leader in data resilience and protection, offering self-managed data protection software for hybrid and multi-cloud environments. Their Veeam Data Platform provides comprehensive solutions for data backup, recovery, and security, featuring zero-trust principles and AI-powered tools for data intelligence. Veeam's offerings include secure backup and storage services for platforms such as Microsoft 365, AWS, and Google Cloud, supporting diverse workloads including virtual, physical, and SaaS environments. With a reputation for innovation and customer trust, Veeam serves a broad range of industries, ensuring data resilience against disruptions such as ransomware attacks. Their solutions enable businesses to achieve data freedom, secure storage, and efficient management, reinforcing their position as a top vendor in enterprise backup and recovery software worldwide.

📋 Description

• Develop and execute a comprehensive federal channel strategy focused on VARs and systems integrators supporting civilian, DoD, and intelligence community customers. • Recruit, onboard, enable, and grow high-performing federal channel partners to increase pipeline and revenue. • Build and maintain executive-level relationships with partners including, but not limited to, Raytheon, Lockheed Martin, Leidos, Northrop Grumman, and General Dynamics. Key resellers include TVAR, ThunderCat, RedRiver, FCN and Merlin. • Collaborate with Veeam federal direct sales teams to align partner engagement with account strategies and territory plans. • Drive joint business planning, partner marketing initiatives, and demand-generation activities. • Provide training and enablement to partners on Veeam’s data protection, backup, ransomware recovery, and cloud solutions. • Support complex federal sales cycles, including solution positioning, partner teaming arrangements, and contract vehicle alignment (e.g., GSA, SEWP, ITES, GWACs). • Maintain accurate pipeline reporting, forecasts, and partner performance metrics within CRM systems. • Ensure compliance with federal procurement regulations and Veeam partner program requirements. • Represent Veeam at federal industry events, trade shows, and partner conferences.

🎯 Requirements

• Minimum of 5 years of experience in U.S. Federal sales and channel partner management, preferably within enterprise software or cybersecurity/data protection markets. • Demonstrated success managing and growing revenue through federal VARs and systems integrators. • Strong understanding of federal procurement processes, contract vehicles, and partner teaming models. • Working knowledge of cloud platforms, including AWS and Microsoft Azure, and their adoption within federal agencies. • Proven experience collaborating with large federal integrators such as Raytheon, Lockheed Martin, Leidos, Northrop Grumman, and General Dynamics. • Ability to operate effectively in long, complex federal sales cycles involving multiple stakeholders. • Excellent communication, negotiation, and executive-level relationship management skills. • Willingness to travel as required to support partners and federal customers.

🏖️ Benefits

• Unlimited paid time off, 12 paid holidays including 4 global VeeaMe Days for self-care and 24 paid volunteer hours annually through Veeam Cares • Paid parental leave: 8 weeks for all parents, 16 weeks for birthing parents • Medical, dental, and vision coverage starting on your first day • Mental health support, therapy sessions, and digital wellness tools via our Employee Assistance Program • 401(k) retirement plan with company matching contributions • 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 • Opportunities to learn and grow through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops, and learning events like our annual Global Day of Learning