Veeam, the #1 global market leader in data resilience, believes businesses should control all their data whenever and wherever they need it. Veeam provides data resilience through data backup, data recovery, data portability, data security, and data intelligence. Based in Seattle, Veeam protects over 550,000 customers worldwide who trust Veeam to keep their businesses running. Join us as we move forward together, growing, learning, and making a real impact for some of the world’s biggest brands. The future of data resilience is here - go fearlessly forward with us.
About the Role:
As a Director of Service Provider Sales, you will serve as a strategic leader responsible for driving revenue growth, increasing profitability, and expanding market share by effectively managing and recruiting new service provider partners through aggregation channels. This position is pivotal to Veeam’s business growth objectives, involving the development, oversight, and execution of initiatives aimed at capturing significant opportunities within the service provider market segment.
The ideal candidate will possess a strong sales background, proven leadership abilities, excellent relationship management skills, and a deep understanding of the MSP and Aggregation market ecosystem, including industry challenges and opportunities.
*Please take note of the advertised pay ranges by Geo-Zone. For awareness, the targeted budget is the middle/midpoint of each range based on respective Geo-Zone.
- Revenue and Sales Targets: Drive VCSP recurring revenue through Managed Aggregators; deliver monthly, quarterly, and annual ARR targets by increasing adoption, utilization, and expansion within each aggregator
- Aggregator-Driven MSP Recruitment: Mobilize aggregation channels to recruit new service providers, activate net-new MSPs via aggregator marketplaces, campaigns, and partner-led demand generation
- Collaboration and Enablement: Partner with internal teams and aggregators to build repeatable enablement (playbooks, onboarding, training) for both aggregator sellers and Veeam field; measure impact on pipeline and ARR
- Strategic Alliances and Market Intelligence: Deepen strategic alignment with key aggregators and ecosystem partners to strengthen routes-to-market; use market insights to shape aggregator-focused GTM, sales plays, and pricing
- Leadership and Performance Management: Lead a results-driven team centered on aggregator performance—run structured QBRs, track KPIs (ARR, active MSPs, reporting compliance), and drive actions to accelerate growth.
What you'll do:
- Drive Aggregator ARR – Achieve monthly, quarterly, and annual revenue targets. Implement effective sales strategies and enablement programs to maximize Veeam adoption and utilization within xSP Channel
- Recruit and Activate MSPs through Aggregators – Mobilize existing sales and aggregation channels while actively developing new routes to market to maximize our reach, acquire new MSPs, and deliver results. Lead MSP recruitment efforts through all available means including marketing events, traditional distribution, aggregation, marketing enabled lead generation, etc
- Aggregation Strategy and Oversight - Drive sales growth and market penetration through the development and execution of a comprehensive aggregation strategy that aligns with Veeam’s overall business objectives. Lead team to develop measurable goals, impactful QBRs, measurable action. Identify and capitalize on emerging market trends and customer needs to create innovative revenue opportunities. Develop executive level relationships within the aggregation partners
- Purpose-Built MSP Partner Program - Collaborate with internal stakeholders to develop and implement a world class, comprehensive, purpose-built MSP partner program, encompassing recruitment strategies, educational initiatives, incentive structures, and compensation models to foster strong partnerships and drive mutual growth
- Pipeline Creation and Lead Generation – Lead and influence strategic lead generation efforts through the planning and execution of high-impact MSP community events, leveraging thought leadership and relationship-building to elevate brand presence and drive a consistent pipeline of high-quality sales leads.Establish and implement targeted strategies for pipeline creation, ensuring a steady flow of qualified leads that align with sales objectives and contribute to overall revenue growth
- Sales Enablement– Collaborate with internal teams and stakeholders to develop comprehensive sales enablement programs targeting MRR through xSPs. Provide training, tools, and support to the partner and field sales teams on identifying, positioning, and selling Veeam solutions through the Aggregation channel. Measure and monitor the effectiveness of sales enablement initiatives, including the increased adoption and sales of Veeam MRR throughxSPs
- Build and maintain a world class Aggregator Ecosystem – Identify strategic alliances with key industry players to develop joint solutions that address the needs of the xSPmarket. Track, measure, and analyze the revenue generated through these alliances, ensuring our offerings deliver impactful outcomes and substantial growth
- Market Intelligence – Conduct market research and analysis to provide valuable insights and recommendations to internal stakeholders on product development, pricing strategies, and go-to-market approaches. Utilize market intelligence to drive competitive advantage, enhance positioning, and inform decision-making within the MSP Channel
- Expand Aggregation Routes-to-Market– Accelerategrowth by expanding traditional motions to explore new routes to market, Aggregation marketplaces; align cross-functional teams to develop pipelineand create new revenue streams
What you'll bring:
- 8+ years’ experience in sales management with a proven track record of success in leading Distributors, Aggregators, MSPs or similar channel partnerships
- Bachelor’s degree and/or equivalent years of experience
- Strong expertise in developing and executing innovative sales strategies focused on revenue enhancement and market expansion within the MSP ecosystem
- Demonstrated leadership abilities in building, developing, and managing high-performing sales teams, fostering a culture of excellence and accountability
- Exceptional relationship management skills, with a demonstrated ability to engage and influence partners and internal stakeholders effectively
- In-depth understanding of the MSP market, including current trends, challenges, and competitive dynamics; preferred expertise in data protection technologies and integration within MSP environments
- Strong analytical and problem-solving abilities, with a focus on data-driven decision-making and performance optimization
- Excellent verbal and written communication skills, adept at presenting complex ideas succinctly and persuasively to diverse audiences
- Ability to travel as needed to meet with partners, attend industry events, and support business development efforts (estimated 40% or more)
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Veeam Software is an equal opportunity employer and does not tolerate discrimination in any form on the basis of race, color, religion, gender, age, national origin, citizenship, disability, veteran status or any other classification protected by federal, state or local law. All your information will be kept confidential.
Please note that any personal data collected from you during the recruitment process will be processed in accordance with our Recruiting Privacy Notice.
The Privacy Notice sets out the basis on which the personal data collected from you, or that you provide to us, will be processed by us in connection with our recruitment processes.
By applying for this position, you consent to the processing of your personal data in accordance with our Recruiting Privacy Notice.
By submitting your application, you acknowledge that the information provided in your job application and any supporting documents is complete and accurate to the best of your knowledge. Any misrepresentation, omission, or falsification of information may result in disqualification from consideration for employment or, if discovered after employment begins, termination of employment.
