This is a great opportunity to be part of one of the fastest-growing infrastructure companies in history, an organization that is in the center of the hurricane being created by the revolution in artificial intelligence.
"VAST's data management vision is the future of the market." - Forbes
VAST Data is the data platform company for the AI era. We are building the enterprise software infrastructure to capture, catalog, refine, enrich, and protect massive datasets and make them available for real-time data analysis and AI training and inference. Designed from the ground up to make AI simple to deploy and manage, VAST takes the cost and complexity out of deploying enterprise and AI infrastructure across data center, edge, and cloud.
Our success has been built through intense innovation, a customer-first mentality and a team of fearless VASTronauts who leverage their skills & experiences to make real market impact. This is an opportunity to be a key contributor at a pivotal time in our company’s growth and at a pivotal point in computing history.
Position Overview: As the Director of APAC Channels, you will play a pivotal leadership role in shaping and executing the Channel go-to-market (GTM) strategy for VAST Data across APAC in the future. Reporting directly to the Vice President of Worldwide Channels, you will be responsible for establishing, maintaining, and driving strong partnerships with solutions providers, integrators, value-added resellers, OEMs, and key Alliance partners, ensuring VAST’s ability to sell in region and accelerate growth.
Key Responsibilities:
Team Leadership, Strategy & Execution:
- Recruit, train, motivate and coach a high-performing Team of Channel Pros.
- Align VAST Data’s GTM strategy with those of the Partner organization and the Partner ecosystem in APAC
- Build plans, collaborate, execute, measure, inspect and pivot fast to accelerate growth.
Training and Enablement:
- Deliver sales and technical training internally as well as to Partners, including VAST introduction, product knowledge, solution selling, competitive positioning and technical skills development.
- Drive VASTronaut certifications across all regions.
Partnership Management:
- Foster and maintain strong relationships with all Partners, ensuring effective communication, collaboration, trust, and loyalty.
- Drive a Focus Partner strategy by aligning Partner potential with resource investments.
- Collaborate with Americas teams to drive joint business planning, sales enablement, and marketing initiatives.
Market Expansion:
- Evaluate market trends and identify opportunities for expansion through the recruitment of new partners within the APAC regions.
- Drive the successful launch of new VAST solutions and services through Partners.
- Drive collaboration with Alliance partners in each region such as NVIDIA, Commvault, CISCO,HPE & Supermicro.
Performance Monitoring:
- Establish and monitor key performance indicators (KPIs) to evaluate the
- effectiveness of strategies, team performance and partner performance.
- Analyze sales performance, market share, and other relevant metrics to identify areas for improvement.
- Conduct regular QBR’s to focus and drive growth.
- Escalate quickly when issues are seen, and help is needed.
Collaboration with Internal Teams:
- Work closely with the Sales, Marketing, and Product teams to align strategies
- with overall business goals.
- Provide insights and recommendations to enhance the Partner experience and lean into Simplicity, Predictability, Consistency and Profitability as core foundations for Partner loyalty.
Compliance and Contract Management:
- Ensure compliance with contractual agreements and legal requirements with
- Partners.
- Negotiate and finalize agreements, outlining terms and conditions beneficial to VAST.
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Qualifications and Experience:
- Executive or Senior Leadership-level poise and presence
- Strong verbal and written communications skills, including presentation skills.
- Servant-leadership mindset with the ability to lead a team of high-performing
- Channel Account Managers.
- Ability to work collectively with employees within the sales function and across
- functions including Marketing, Sales Operations, System Engineering, Office of the
- CTO and Product Management.
- A strong understanding of the sales process and Channel Sales.
- A strong, working understanding of SFDC and how to leverage its platform to
- measure and drive productivity.
- Experience and success with target account selling, solution selling, and/or
- consultative sales techniques.
- An outcome-focused approach to how technology products and solutions tackle
- business problems.
- Can develop and manage a budget to support all aspects of our Indirect GTM strategy.
- Ability to influence Channel Partner Program enhancements in a creative and
- profitable manner.
- Strong analytical skills with the ability to interpret market trends and translate them
- into actionable strategies.
- Exceptional negotiation and relationship management skills.
